ideal-client

How to spot your best clients in your data

The trap most service businesses fall into when describing their "ideal client" is feel-words. Loyal. Easy. Aligned. Useless, because every existing client believes they fit them. Here is the definition you can pull from data.

A faded gray number 12 next to a bold blue number 4, suggesting that fewer better-fit clients beats more total clients.

growth

You don't need more clients.

A founder I had coffee with last month finished her best-revenue quarter ever and looked exhausted. I asked what she was working on next. "Pipeline. We need more clients." Then she paused.