unbillable hours - a podcast about better professional services marketing C2E7 - Who are our best clients, really? (Defining your consulting firm's ideal client profile)
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Mar 14, 2025 Explore the art of defining your consulting firm's ideal client profile. Learn about the importance of analyzing past engagements to attract clients that truly fit your business. Discover strategies to differentiate your firm in a competitive market. Plus, find out how a well-defined value proposition can enhance your client relationships. Tune in for actionable insights that can transform your approach to professional services marketing!
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Ideal Client Profile Differentiates Firm
- Defining a specific ideal client profile is a strong differentiator in consulting firms.
- Broad generic segments result in scattered effort and weak messaging, losing competitive edge.
Conduct Best Engagement Reviews
- Review 8 to 12 past projects that closely match your ideal engagement criteria for patterns.
- Use criteria like impact, smooth execution, profitability, and future work potential.
Use 10 Questions for Client Insights
- Ask 10 key questions about best past engagements like hiring context, ask specifics, champion's goals, and long-term impact.
- Record answers in a spreadsheet for analysis to reveal client patterns.