I recently heard a buddy of mine do a presentation about his financial planning practice and was taken aback by the similarities between his ideal client profile and ours. Like a lot of boutique, fixed-fee money managers, my colleague has an asset minimum of $1,000,000 but has occasionally worked with individuals who have less.
I would love to say every one of our clients was acquired through a structured process that began with an ingenious drip email campaign, a qualifying conference call, a deep vetting of their business strategy, a few weeks of physical and technical discovery, user interviews, and a contractual commitment following a proposal/recommendation that clearly demonstrated we were a much better fit than their current IT provider.
In business, communication is everything. Even if you’re running a one-person outfit, you still need to collaborate with your clients and customers to deliver optimal outcomes. However, most small and medium-sized companies are composed of collaborative teams- and those teams need to be able to communicate and coordinate with maximum bandwidth and clarity.