Scale Your Success
Attorneys, Consultants, and Advisors

Working harder for too few rewards is not Success

I'm on a mission to make professionals rich and happy by cloning your Best Clients. The most effective way to get More Best Clients is to Think Like Your Best Clients®. Your Best Clients buy faster, pay you more, and make more referrals.

Who are your Best Clients? Your Best Clients are the ones you would clone if you could. More Best Clients is the smart way to grow your firm.

That's not hype. The top 20% of your clients generate 80% of your profits. The bottom 20% create 80% of your headaches. Fishing for clients with a spear instead of casting a wider net makes a huge difference.

Professionals and rainmakers call me The Client Whisperer because seeing your firm the way your Best Clients see it will transform the way you generate business.

Does this sound like you?

I work with smaller professional services firms and service-based businesses such as Attorneys, Consultants, Coaches, and Financial Advisors. While much of what I do was developed at larger firms, I never tire of seeing the immediate impact I have on smaller firms.

My clients are highly skilled professionals with a proven track record of success. Yet, their success is incomplete.

They feel:

  • Challenged. They need to get in front of prospects, explain what they do, and get clients to say Yes.
  • Frustrated. As their firm grows, they feel they are sinking back into the stressful environment they started their own firm to get away from.
  • Don't know where to start. There are so many options it’s hard to know where to start.
  • A sense of coming up short. Work crowds out family, community, and other pursuits. Over-dependance on you means you have no exit plan to realize the value of what you built.

My clients are ready to take action. They:

  • Want a consistent flow of great clients. The ones who generate profits without headaches.
  • Know referrals deliver the best clients but don't have a formal plan to generate a consistent stream of great referrals.
  • Want real business success. Real business success is success that scales.
  • Are tired of screwing around. Some of my Best Clients come jaded after hiring marketing and business development “experts” only to be underwhelmed.  

They are stuck fishing for clients with a net that scoops up a bit of everything. They want to fish with a spear. They want to spend their time and energy serving great clients rather than filtering an indiscriminate pile of leads.

5 ways my Strategic Marketing Plan improves your firm

  1. A clear message that makes you relevant. Grab the attention of future Best Clients by clearly communicating the value of your work. 

  2. Build trust faster and more consistently. Your best relationships are built on trust. Establishing trust doesn’t have to take a long time.

  3. Prioritized marketing roadmap based on a clear strategy for attracting More Best Clients

  4. An engaging marketing and business development process that closes more of your Best Clients with greater certainty. Clients like this as much as you do.

  5. Gives you more options for scaling up or exiting because business development doesn't depend on just you.

How you will gain personally 

Speak with clarity about your business: explaining your value, networking, writing emails, creating content, developing marketing materials, giving presentations, preparing proposals, and closing business.

Remove the mystery around marketing and business development. Generate high quality business with integrity, authenticity, and without hype.

Work with more of your Best Clients. Every client either makes you feel energized or sucks the life out of you.

Stand apart from competitors. You already deliver great work for clients. By emphasizing the impact of your work rather than the tasks performed, your clients will see you as different from your competitors.

How I work with my clients

I work directly with the key stakeholders at a firm: the Managing Partner/Shareholder, the owner, a set of partners or shareholders, or the executive team. While I expect you to deeply engage at the launch, the Findings, and the Recommendations I don’t distract you from running your firm. In between, I'll be busy learning from your Best Clients to reverse-engineer what makes those relationships so special.

You don't have to learn a bunch of new skills. The Interview Findings will change the way you see and work with your clients. I show you how to re-frame the impact of your work so others instantly “get” your value using named examples from your own Best Clients—the people with whom you have your most successful relationships. Once you see it working—with your own clients—the mindset becomes a self-reinforcing, virtuous cycle. You will never go back.

My goal is always focused on your goal. We achieve your goal together by attracting more of your Best Clients. Although we will talk most about revenue and income goals, you will feel every part of your business getting better. You and your team spend more time and energy where you excel. It starts with marketing and business development, but the impact is quickly felt across your entire firm. While the long term is most important, you will notice immediate improvements.

Learning through implementation

My Think Like Your Best Clients approach attracts More Best Clients by reinforcing what you do well.

Athletes and other top performers focus on honing what they do best. In your case it's, internalizing why your Best Clients select your firm.

Yes, you'll have to unlearn some marketing "best practices." It won't be hard once you see why they don't work for you. With this clarity it’s easy to focus on what does work for you.

Clients and prospects trust you when they are confident your goals are aligned with their goals. Not hard when you see the situation through their eyes. 

What pitfalls will you avoid?

Marketing professional services can be frustrating – and expensive. There are so many options available, and the many "experts" rarely agree. Some “best practices” are counterproductive and move you backwards. Selling your services is something you have to do. It doesn’t have to be unpleasant.

I help you avoid that nagging feeling you are wasting precious time and money. When you Think Like Your Best Clients, there is no mystery about how to communicate with your current and future Best Clients. I’m there guiding you with examples of what works with your own Best Clients. You are soon enjoying a self-reinforcing virtuous cycle.

How is the Think Like Your Best Clients framework different?

Think Like Your Best Clients is practical, proven, and based on common sense and neuroscience. At its core, it is what master rainmakers do intuitively. Because rainmakers do it intuitively, they struggle to teach it to others.

Better Results. Higher earnings, better clients, and marketing & business development that scales. These create the firm you desire.

  1. I focus on only your Best Clients. These are the ones you would clone if you could. Your Best Clients are leaps and bounds better for your firm. As with any relationship, “little things” often have huge impacts. You see them as simply “the right thing to do” without being aware of the full impact these actions have on your clients.

  2. My client interviews are unique. CEOs, CFOs, and EVPs are busy people. They don’t want to spend an hour talking to a consultant. They do it because of your relationship. I honor that relationship and build on it. The conversation I bring is 180 degrees from what they expect: I talk about how you fit into their business rather than how they fit into your business. CEOs love talking about themselves. As a result, I get nuance and depth that other client interviews simply can’t obtain.

  3. My findings, insights, and recommendations are more credible and more actionable. Every insight and observation is tied to a person you know well. One of your Best Clients. The focus on your Best Clients creates a roadmap that is clearer and easier to put into action.

  4. There are no complex skills to master. Clients tell me is seems counter-intuitive at first. Soon, thinking like your Best Clients becomes second nature. And because I remove it from the realm of intuition, we can teach your entire firm to Think Like Your Best Clients. More people, generating better clients, and doing it faster.

  5. There's no woo-woo. Empathy and interpersonal skills are great to have. If you don't rank high on these, no worries. Empathy requires you to feel what others feel. Many professionals are logical thinkers for whom that's hard. You can be remarkably successful in professional services simply by seeing what your clients see. For highly logical professionals (think: lawyers, CPAs, consultants), seeing is more valuable than feeling.

  6. It's all backed by the latest neuroscience.  If seeing how logic, common sense, and examples from your own Best Clients empirically achieves rainmaker results isn’t enough, neuroscience explains why it works.

What Think Like Your Best Clients is not

Think Like Your Best Clients is not a bunch of proprietary skills, positive thinking, or a BHAG.

It’s not branding or digital marketing, although it makes those much better. 

It's not a sales methodology, although it provides a foundation for sales success.

Think Like Your Best Clients is not a template.

Think Like Your Best Clients focuses on what works for you, a busy professional who doesn’t have time to screw around. It’s about getting big results for your firm in the most practical and scalable way possible. It's about building your success by orienting your marketing and business development around your impact on your clients.

Your clients will be big fans of your new approach.

Your Next Steps . . .

If you believe the ability to Think Like Your Best Clients will improve your business, your next step is a 30-45 minute Discovery Meeting to answer any questions you have about working together.

  • I will ask a bunch of questions because I need to understand your situation, challenges, and goals. I must be confident I can help you.
  • You get a chance to ask me questions.
  • If there is interest, we discuss
    • The Think Like Your Best Clients process
    • Timeline and fees
  • You decide if you want to move ahead. 

I enjoy success and only want to work with you if you are confident I will improve your business.

My core philosophy is that I can't be successful unless and until you are successful. And I like being successful.

Schedule your Discovery Meeting

Ready to explore higher earnings, better clients, and BD that scales? Use the form below to get started. (If you don't like forms, just call me at (865) 230-9900.)

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Let's Talk about Improving Your Firm

Use this form, or just give Bruce a call at (865) 230-9900.

You earn more without working harder when you clone your Best Clients.
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