X Marks the Spot
When I work with a firm to uncover why their best clients select their firm, I almost always find opportunities to increase profitability. Not the fleeting, stick-it-to-your-clients kind of profit growth; the enduring kind where the client conversation revolves around your impact on your client’s business.
I have countless stories of customers paying larger invoices while still feeling they’re getting a great deal. It’s the difference between being hired for a tactical need versus being recognized as an invaluable adviser to the business leader. Clients will pay for that.
A Huge Impact
What was my advice? Stop trying to be “different,” and instead focus on why and where she is the best choice for the clients she most wants to serve. The challenge for firms is the why and where aren’t always obvious.McDonald’s could have benefited from similar advice. While I don’t expect McDonald’s to call me, I’m a great option for a lot of other firms looking a growth strategy to make them the In ‘N’ Out of their market.