The ideal client…
- Runs a small (1-120 person), privately held firm that sells expertise or a larger firm executive.
- Works directly with me as the decision maker and not through another staff member.
- Is facing a hurdle or transition that is significant to them. I usually picture this as something literally keeping them up at night, or maybe a sense that there has been a role reversal and now you’re just feeding the machine rather than the business meeting your needs.
- Is hiring me primarily because of my expertise (it’s unparalleled in the field)
- Is willing to let me (1) decide which symptoms are relevant; (2) diagnose the problem accurately; (3) and suggest the best solutions that can lead to real change but minimizes disruption as much as possible.
- Is willing to be engaged from the very beginning, listening and reading with intense focus, and then jumping into implementation with gusto (and a mix of exhilaration and terror). I’m here to help, but I don’t do “needy” or “helpless” very well.
- Has no hesitation about our fee against the background of the possible impact on their firm, and submits it promptly without reminder. They do so because they know, subconsciously or otherwise, that not hiring me will be much more expensive than doing so.
- Is open to a different perspective, though likely testing each piece of advice rather than accepting it blindly.
- Is open to using my services or partners for execution of the recommendations.
The vast majority of my clients are ideal clients, and I am very grateful for them. They are smart, funny, hard-working, and really care. It has been a fantastic ride. They have enabled me to build a thought-leading consulting practice, and there is no feeling quite like being part of lasting change on their behalf. I have a folder with notes of unsolicited “Thanks” and currently there are nearly a thousand of them.