Call me Captain Obvious, but understanding your clients is critical to building a successful practice. (Yes, I know … “Thank you, Captain Obvious!!”) Two powerful tools that help achieve this ...

While part one established the strategic value of defining target client profiles and building a thoughtful client segmentation model, the real transformation begins when firms put those insights into ...

Your business wouldn’t exist without its clients and customers. That’s why it’s crucial for everyone involved in your business to understand your ideal audience. Keeping your customers in mind when ...

Every service firm leader I’ve engaged with in the last 20 years says, “We know who we serve.” Yet when I request that they describe their ideal client's top five goals, opportunities and challenges, ...