Signing a big-name client can seem like a major accomplishment for any business. However, before rushing to close the deal, it's important for leaders to take a step back and ask themselves some ...

A few weeks ago, I did a post on identifying bad clients and knowing when to fire them. In the emails and comments that followed, many of you mentioned the flip side of the coin - building a business ...

When someone seeks out a professional service, they’re searching for the provider who can best address their current needs and, hopefully, provide sustainable solutions going forward. Likewise, ...

An Ideal Client Profile is a snapshot of who you serve best and why. It consists of core demographics and identity, aspirations and desired outcomes, pain points and problems, decision-making drivers, ...

I have the privilege of working with high-profile clients on a regular basis. Their expectations tend to be very different from other groups and understanding their needs will help you succeed.

Pop quiz: What’s the difference between risk tolerance and risk profile? Risk tolerance and risk profile are often used synonymously yet are distinct constructs when determining suitable risk levels ...

Members of Fast Company Executive Board share their expert insights. [Image: Courtesy of the individual members.] The Fast Company Executive Board is a private, fee-based network of influential ...

When I ask a group of financial advisors to share their thoughts on an ideal client, I often hear things like “willing to take my advice” or “appreciates our planning approach.” What I’m really after ...