In case you missed last week: Book Review: How Clients Buy. A must-read if you are looking for a better perspective to understand how clients buy professional services – particularly if you are hoping to improve the odds of making that happen for your BVFLS services.
On to this week: Don’t wait for the impending New Year to inspire you to make powerful changes to your practice. Even if you just start thinking about how to refine your goals, strategies, and tactics this month, you’ll be way ahead of your competition.
And if you’re new here, welcome aboard. This is what we do!
We all have shrinking attention spans. To combat that in your audience of leads and prospects, create one short sentence that communicates your value … and invites “How do you do that?” follow up questions.
I assist savvy business owners successfully transition their companies.
I reduce uncertainty in complex matters for business owners and their trusted advisors.
I help you turn the practice you have into the practice you want.
As in your location … where are you?
- How long have you been practicing?
- What stage of your practice’s life cycle are you in?
- How many more years do you intend to work?
- What do your services (and your pricing) say about you?
- What is your most favorite project to sell and perform?
- What is your most profitable project to sell and perform?
- Are they the same thing? If not, why not?
- On a scale of 1-5, with 5 being the best, what is your energy level for your practice today?
As in your vision … do you have one for your practice?
- Why did you start your practice? What was the original goal/mission?
- What is the goal today? What do you most want to accomplish now?
- How do you measure/define success in your practice?
- What kind of practice do you want to have 1 year from now?
- Do you have a unique point of view that will get you there? What is it based on?
- What will you bring to the table that your competitors don’t … or won’t … or can’t?
- What is your biggest challenge in taking your practice to its next level of evolution?
- What are the roadblocks between where you are now and where you want to be?
As in next year … your best year ever!
- What is your most favorite thing to do in your practice? What charges you?
- How do you do more of that?
- What is your least favorite thing to do in your practice? What drains you?
- How do you do less of that?
The mark of a successful organization isn’t whether or not it has problems; it’s whether it has the same problems it had last year.
~ John Foster Dulles
Every practice has problems, including mine. But if we plan on ATTRACTING leads and prospects, CONVERTING them into clients and referral sources, and DELIVERING our services the same way as last year, our practices will have the same contingent of problems as last year.
What is going to change if we don’t change?
In real life
In one way, shape, or form we are all solo practitioners … whether we are single shingles who work for ourselves at one end of the spectrum or whether we work in a large BVFLS firm at the other end of the spectrum.
And we are judged on our efficiency and effectiveness of attracting new prospects, converting them into clients, and delivering our services.
That judgment is more direct and immediate if we are a single shingle … because, there, we eat what we kill. That judgment may be more indirect and delayed in a large firm depending on our position in the hierarchy … because, there, we may have some degree of cover.
But eventually, we are all judged.
For this reason, we all need to take stock of what we do, how we do it, and why we do it so that we can get better at it. Each year.
And December 2019 is a great time to get started on your 2020.
– If you like what I write about, tell a colleague.
– If something resonates and you want to reach out directly, email me.
– If you think we share common interests, connect with me on LinkedIn.
– If you want a sense of how well your practice is working for you, take this Practice Self Assessment.