"What will it cost?" is the question lawyers, consultants, and financial professionals dread the most. Here's an approach that will help you close more business at higher rates.
The first thing you must do is break the bond between billable hours and impact on the client's business. (You can still charge by the hour if you wish.)
Stop trying to be the Best Choice. Its a trap.Intangible services come with too many uncertainties. Clients always wonder if there's not an even better choice. Instead, be a Great Choice.
All good firms have some Best Clients (the ones you would clone if you could). Great Firms have mostly Best Clients. Attracting more of your Best Clients is essential for becoming a Great Firm. The challenge is knowing why your Best Clients choose you and will go nowhere else. Your Best Clients have the answers […]
Karl Pontau interviews Bruce La Fetra about why clients want you to stop talking about YOU and why the conventional wisdom that relationships take time is wrong. Conveniently packaged into three 5 minute segments.
There are 3 Big Ideas for reaching your firm's full potential. I discussed the first two recently. Big Idea #1: Strategic vs. Opportunistic Business. Big Idea #2: See Your Firm the Way Clients See It Big Idea #3: Focus Your Energy on Those Things Only You Can Do This is good management advice but it's also […]
People think marketing takes a long time to generate results. However, when you create a powerful connection with clients, you will see results with the next conversation. You’ll also be aligned with your long term goals. How do you do this? Ask yourself: How do you improve your client's business? Stop talking about you, your […]
Jim Collins says leaders manage differently when considering a 10+ yr time horizon vs. what is best right now. The challenge is maintaining a long-term outlook when leading a business day-to-day. Here's the first of 3 Big Ideas for reaching your firm's full potential. Big Idea #1: Strategic vs. Opportunistic Business A key, but often […]
Why did your best customers choose you? Unless you’re somehow the only option in your niche, chances are they had other options to choose from. So why you? Thanks Leo Manzione for interviewing me about how to attract more of your Best Clients. Check it out.
The COVID Era is widening the gap between Great firms and everyone else. Bruce La Fetra explains why the fastest and most certain path from good to Great isn't creating a unique "secret sauce"; it is understanding the one you already have. In this non-technical presentation, you will get immediately actionable tips for: more effective […]
A Contrarian Approach to Building Marketing Strategy My contrarian approach to building marketing strategy isn’t for everyone, but for good firms determined to be Great, the results are highly effective. Agencies start with firm leaders: their values, visions, and goals. From there, they develop brand, messaging, personas, and the customer journey. It culminates in targeting […]
