Eastwood Strategy Advisors

I'm a growth catalyst helping Lawyers, Consultants, and Advisors do what every business strives to do: earn more without working harder. Evidence from a firm's own clients makes my recommendations credible and actionable. Understanding why THEIR Best Clients select THEIR firm is a game changer. 

Having interviewed hundreds of top clients for leading professional services firms, I uncover insights that allow professionals to attract more of their Best Clients, the ones who:

💰 Generate more revenue
💰 Produce higher profits
💰 Buy faster
💰 Create fewer headaches
💰 Refer more business

The clarity that attracts more Best Clients also streamlines the marketing and sales process so more people generate business and do it faster. Clarity comes from uncovering why a specific firm's Best Clients select that firm. This is their secret sauce.

Specific services include: Speaking, Workshops, Consulting, and Coaching. 

#growth #businessdevelopment #lawfirmmarketing #professionalservices #financialservices #leadership

The Client Whisperer

La Fetra Consulting

The process to attract more of a firm's Best Clients is simple, but not simplistic. It starts with interviews of the firm's Best Customers. A Strategic Marketing Plan creates focus using emotion and logic that is easy to understand, easy to remember, and easy to share. It's easy to unlock growth when customers want to say Yes.

Specialties / Results
1. Shorter SALES CYCLES, even for firms good at converting prospects. The insights and focus I bring work with any or no specific sales methodology. 
2. Grow REVENUE, even for firms already winning their "fair share" of deals.
3. Increase PRICING & PROFITABILITY, for firms accepting pricing from the market.
When even the non-marketers grasp the broad impact of your firm the way your customers see it, you have a better business. Better at winning deals. Better at delivering for customers. Better at pricing to capture your true value. Sales skills help but being able to tell a clear and compelling story of why your Best Customers select your company is key to a successful growth strategy. A powerful plan with a solid foundation is “marketing,” but it’s a lot more.

Marketing Strategy & Guidance

Rubicon Consulting, Inc.

Developed go-to-market strategies for medium to large technology firms with clients that included: Adobe, Symantec, Autodesk, and Openwave. My work focused on B2B offerings such as volume licensing and pricing. It was from this experience conducting in-depth customer interviews that I began developing my current approach focusing on specific, but often overlooked, reasons why a customer selects a specific firm. I learned that in-depth interviews and indirect questions generate a far richer pool of knowledge than the surveys and direct questions most consultants depend upon.

Business Strategist

Docent (now SkillSoft)

Managed group responsible for customer reference program, customer satisfaction measurement, industry marketing, sales support, and competitive and business intelligence for start-up enterprise eLearning software company during rapid growth from $300K to $9M/quarter revenue and through $90 million IPO.

Director of Industry Marketing

First Data

Strategic Marketing & Business Development for electronic payments giant. Worked with internal and external partners to define needs, establish capabilities and develop channels for new product and service concepts spanning all major FDC business units. Identified and developed core elements of FDC's corporate Internet strategy. Developed business partnerships with Yahoo!, Verio and Microsoft, negotiating revenue sharing, referral and resale contracts.

Director of Strategic Marketing

InterNex Information Systems

Product Marketing Manager

Cornerstone Imaging

Manager of Developer Relations

Farallon Computing

Customer Service Programs Manager

Raychem Corporation

Product Manager

Imagine clients who pay more, don't cause headaches, and refer you. That's who you work with when you clone your Best Clients. The key is a clear value proposition and selecting the right clients. Sounds daunting? I remove the guesswork by reverse-engineering your Best Client relationships. Bruce@EastwoodStrategy.com or 865-230-9900. Schedule a call: https://EastwoodStrategy.com/connect/

If you had a magic wand, your Best Clients are the ones you'd clone.
💲 More profitable
💲 No headaches
💲 More referrals
💲 More smiles

Here's what happens when I reverse-engineer your Best Client relationships: 
🌟 Your business development accelerates
🌟 You get paid for more of your value 
🌟 You become easier to refer

You have a secret sauce that connects you to your Best Clients. Neither you nor your clients can articulate what it is exactly. I'm so good at unlocking this secret, my clients call me THE CLIENT WHISPERER.

🌟 I've added millions to the bottom line for small & mid-sized professional services firms (consulting, law, financial, IT, engineering) and big companies (Adobe, Symantec, First Data, Autodesk)

Take your firm up a level (or 3) by selecting better clients. Not taking less work; attracting more of your Best Clients.
🌟 High impact 🡆 high profit
🌟 No headaches 🡆 more energy for you
🌟 Trust 🡆 better results for your clients

Focusing on your Best Clients creates a Virtuous Cycle. I'm your Guide to get started. Once you Think Like Your Best Clients, you can't unsee it.

Until EVERY client is a Best Client, you have untapped potential waiting to be unlocked.

🌟 WHAT OTHERS SAY:
💬“Here’s the bottom line. Hire Bruce. I did at our firm, and we showed immediate results and it fundamentally changed how we market and who we market to.” – Law Firm Managing Partner

💬“Bruce was a great investment, providing detailed, objective information for making key decisions regarding how we position and deliver our services.”  - Coaching Firm CEO

💬“You exhibited a great ability to “dig in” to get a real understanding of our clients’ needs & perceptions that we missed with our traditional tactics.” – SaaS CEO

#positioning #growth #marketing #strategy #branding #leadership #CEO #lawfirms #CPAfirms #Advisors

What?!? Don't focus on your Ideal Clients?!? I share a better way of thinking about who to target.

Your Ideal Clients are who YOU want to work with. Thinking that way doesn't give you clarity about why THEY want to work with you. 

Your clients want to hire their Ideal Provider. 

See your business from their perspective and it looks really different. Different as in clear so you know how to quickly build trusted relationships.

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

Bruce La Fetra, The Client Whisperer, MBA

Boost profits and reduce headaches by attracting more Best Clients | 🎤Speaker | Certified Virtual Speaker |🚀Growth Catalyst

Why is becoming an Ideal Provider important for businesses?

How can businesses build trusted relationships quickly?

The 40-40-20 Rule will get you better clients who pay you more. Obvious but rarely practiced.

40% of your success is addressing the RIGHT Audience. Not merely anyone you can help.

40% of your success if having the RIGHT Offer. This is not What You Do; it's what clients get. The relationship is a big part.

The final 20% of your success is having the RIGHT Content. You can't create the Right Content without the Right Audience and Right Offer.

You gotta take them in order. A wee bit of patience pays off with big rewards.

If you've been practicing for a while, you have some clients -- your Best Clients -- that  are head and shoulders above your other clients. Reverse-engineer THESE relationships and you understand your Offer. Creating the Right Content becomes easy. No more frustration because marketing seems like throwing mud at the wall. 

Better clients who pay you more.

They also buy faster and make more referrals. 

And they understand how you work so they don't create headaches. 

Once you know what you're looking for, you realize there are a lot more of your Best Clients than you thought. 

Alay Yajnik, MBA had me on 𝙇𝙖𝙬𝙮𝙚𝙧 𝘽𝙪𝙨𝙞𝙣𝙚𝙨𝙨 𝘼𝙙𝙫𝙖𝙣𝙩𝙖𝙜𝙚 to talk about the 40-40-20 Rule.
https://lnkd.in/eZJJp8fm

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

How can the 40-40-20 Rule help me attract better clients?

Is 𝗧𝗵𝗲 𝗘𝘅𝗽𝗲𝗿𝘁 𝗧𝗿𝗮𝗽 costing you time, money, and clients? Stop undermining your success. 

Clients pay you according to the Value they see. That Value is based on the Role you fill. Understand the Roles (Cog, Expert, and Advisor) and can you align your fees with the Value your clients see. 

You also accelerate your business development process with your future Best Clients by making it easier for them to say Yes.

As usual, seeing your work from the perspective of your clients makes YOUR life much easier.

Listen here:
https://lnkd.in/e85RPf65

This is the first of 3 episodes I did with Alay Yajnik, MBA. Next up is how to attract better clients while charging higher fees.

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.


What are the roles of Cog, Expert, and Advisor?

You may struggle with business development because you're focused on the wrong prize.  

"Expert" advice is so contradictory: be more persuasive, active listening, sell yourself. You struggle because you have the wrong goal.

When your goals are aligned with your prospect's goals (note the order), you WANT to hear what the prospect has to say. You will naturally let them talk and listen actively. 

It's active listening only better. "Active Listening" is something you actively do. You have to work at it. Align your goals with your prospect's goals, and you listen with the same intent naturally. You don't have to remember to shut up. You are genuinely interested because that's how you align your goals with theirs.

There's a catch. 

Aligning your goals with your prospect's goals only works if your ultimate goal is to build a relationship. A relationship via which you might end up selling something. 

The problem for most people is their ultimate goal is to sell something -- and hopefully build a relationship in the process. 

It's easier to focus on building relationships -- the right relationships with the right people -- when you seek to do business with only your Best Clients. These are the ones who generate the most profit while creating no headaches. 

When you focus on attracting more of your Best Clients you recognize not everyone you COULD help is someone you WANT to work with. Your Best Clients want to work with you. These relationships have the magic chemistry. 

Your goal is no longer trying to sell your services to anyone who will buy.

It sounds like you are limiting yourself. And you are. But not in terms of results.

Focus on your Best Clients and you earn more without working harder. More people at your firm will generate better clients and do it faster.

It's not magic. It's knowing who your Best Clients are, why they select YOUR firm, and articulating this with clarity.

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.


Why is relationship building important in business development?

For  lawyers and other professionals, your business depends on Trust.

Your relationship with your clients creates that Trust. You know that, yet you focus your marketing and business development on your work.

Your relationships represent your Value to clients.
Your work is merely how you deliver that Value.

If your relationship isn't the key factor, you are a commodity. Lots of other people do good work.

This is a subtle change in perspective that transforms how you generate business. 

So how can you generate Trust quickly and consistently: align your goals with the goals of your client. 

• Goal alignment creates Trust
• Trust drives Action
• Action causes Results
• Results create Impact.

The Impact of working with you is what clients value. Not the actual work. 
When you talk about your work, your client must extrapolate your Value. Most of the time, they will undervalue the Impact of working with you.

The best way to kick off this virtuous chain of dominos is to 𝙏𝙝𝙞𝙣𝙠 𝙇𝙞𝙠𝙚 𝙔𝙤𝙪𝙧 𝘽𝙚𝙨𝙩 𝘾𝙡𝙞𝙚𝙣𝙩𝙨.

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

How can lawyers build trust with clients?

What is goal alignment and how does it create trust?

You Have a Secret Sauce. It's secret because neither you nor your client do a good job articulating it.

The relationship you have with your Best Clients -- the ones you'd clone if you could -- is special. 
You know it's special. 
Your client knows it's special. 
There is something real. 

And yet, neither of you can articulate what makes it so special. 

That's why I call it your Secret Sauce -- it's secret because you don't know what it is. 

By interviewing your Best Clients and reverse-engineering those relationships, I get to a point where they say, "I never thought about it this way. There's something you do, but if you stopped doing it, we would have a completely different relationship." 
THAT's your secret sauce. 

Once I identify your secret sauce, you can repeat it consistently and scale it across others at your firm.

That's the power of building your positioning from the Outside-In. 

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

What is the significance of identifying your Secret Sauce in client relationships?

How can you determine your Best Clients in a business setting?

Why is building positioning from an Outside-In perspective important for business growth?

Big shout out to Samuel Whittemore. 249 years and you are still the definition of grit.

On April 19, 1775, British forces were returning to Boston from the Battles of Lexington and Concord, the opening engagements of the American Revolution. 

Whittemore was in his fields when he spotted an approaching British relief brigade. Whittemore loaded his musket and ambushed the British grenadiers from behind a stone wall, killing one soldier. He killed a second grenadier and mortally wounded a third with his dueling pistols. By the time Whittemore had fired his third shot, a British detachment had reached his position; Whittemore drew his sword and attacked. 

Whittemore was subsequently shot in the face, bayoneted numerous times, and left for dead. When found by colonial forces, Whittemore was trying to load his musket to resume the fight. 

Despite being given no hope of survival, Whittemore recovered and lived another 18 years. Samuel Whittemore died of natural causes at the age of 98.

As you enjoy our great country, give a nod to of Samuel Whittemore.

How important is grit in achieving success?

In case you missed it. 2 more episodes coming.

How important is having a trusting environment in a law firm?

What are the benefits of having different roles in a law firm?

Law Firm Growth Expert | Author | Speaker | Podcaster

In the latest podcast episode, Bruce La Fetra, The Client Whisperer, MBA and I discuss the value of having different roles in a law firm as well as working towards having a trusting environment. 
#lawfirmsuccess #lawfirmstrategy

Open article: The Expert Trap with Bruce La Fetra by lawfirmsuccessgroup.com • 1 min read

Ordinary clients grow your top line. Extraordinary clients grow your bottom line.

Top professionals such as lawyers, consultants, and advisors dream of the rewards of growth: 
• Higher earnings
• Work that has more impact
• Recognition by clients and peers

The ugly truth is when you build your firm on ordinary clients, you get ordinary results. 

Earning more means working harder.
 
More frustration. More grind. More headaches.

The solution is to have extraordinary clients who generate the rewards of growth without those headaches.

I bet you have a few of these extraordinary clients already. Not enough to make the dreams come true, but enough to prove they are out there and you can deliver exceptional results. 

These are your Best Clients. 

I show firms how to clone these Best Clients so the extraordinary becomes routine. 
When extraordinary results are routine, you experience the rewards of growth without the headaches and grind. 

You earn more without working harder.

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

What impact do Best Clients have on firm growth?

What defines extraordinary clients in a professional setting?

How can growth rewards be achieved without the usual headaches?

81% of businesses struggle with: Positioning, Value Proposition & Competition.

Those firm leaders have neither a Sales problem nor a Marketing problem. They have a Strategy problem. Who you serve and why they select you (Positioning & Value Proposition), even who you compete against should be strategic decisions, not tactical ones. 

That is, unless your "strategy" is to sell whatever you can to whomever you can get to buy. Granted, that is the goal of way too many business owners.

Going through life being reactive seems easier; there are fewer decisions. The only downside is these firms rarely thrive. Some survive. Most struggle to survive. 

Conventional thinking regarding Positioning seems helpful, but it isn't.
• What you want to do
• Who you want to do it for
• How you are different.

That makes it all about YOU. 

Clients don't care about you. They care about how you will improve THEIR business.

Think about Positioning (and every aspect of your firm) from your client's perspective. Not any clients, that's too broad. Think about your Best Clients: the ones who bring you great projects, are great to work with, and appreciate the value you create.

Instead of ruminating about who you should serve and why they should hire you, you get to focus on why these actual Best Clients select you and will go nowhere else. It's both confidence building and humbling because they really do have lots of other choices.

You end up guided by real strategy that translates into clear tactics. You have to make decisions--often to stop doing things--but you do that based on real information from real clients. Not just any clients, your Best Clients. 

Because you are thinking strategically, your marketing and sales / business development integrates seamlessly with the rest of your organization. If your delivery team is asked to do something special, they know exactly why the client bought that.

A firm all rowing in the same direction goes further, faster, while getting more done.

If you're part of that 81% who is struggling with Positioning, Value Proposition, or Competition, send me a DM to talk about how you can spend more time serving clients, less time generating clients (and have better clients) by Thinking Like Your Best Clients.

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

What are some key strategies for developing a successful business strategy?

How can I create a strong value proposition for my business?

Your marketing and business development isn't working, so why do you keep doing the same things?

In layman's terms: smart people are good at making excuses.

Being smart, doesn't help. The more statistically savvy you are, the better you are at coming up with plausible stories to explain what happens.

Annie Duke, former professional poker player, explains that when money is at stake, we have less confidence in our predicted outcomes.  

I see really smart professionals refuse to abandon old activities that no longer work. 

My favorite example involved a booth at the US Open at Pebble Beach. My client hadn't generated new business from their booth in several years. They weren't meeting the people they wanted, BUT they landed a big client there many years ago.

After we defined their Best Clients and why THOSE clients choose THEIR firm, I asked if the client they'd landed was a "lightning strike" or something they could expect to happen again?

Framed this way, the Managing Partner and his executive team recognized the client as a lucky, one-time "lightning strike." They were better off re-directing those resources to activities where they EXPECTED to find future Best Clients.

Of course, having just reverse-engineered their Best Client relationships, we knew exactly what those alternative activities were so the decision was easy and the results immediate.

The same net investment was soon driving growth.

I'm amazed at how often a lucky lightening strike ends up costing firms in the long run as they spend year after year chasing clients who aren't there. 

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

What is the significance of identifying Best Clients?

Tell me more about the US Open at Pebble Beach

How can ineffective business development strategies impact a firm?

Life is too short to work with energy-sucking clients. Focus on your future Best Clients and thrive. 3 of 3.

In this week's episode, Alay Yajnik, MBA interviews me about how thinking like your Best Clients is the path to earning more by working with clients you like.

We talk about building trust, finding what you want by being specific, and positioning yourself to attract more of your Best Clients.

I'm honored that Alay had me on for THREE episodes of The Lawyer Business Advantage Podcast. If you missed the previous two, check those out too. You should subscribe as you'll learn a lot from every episode and guest. 

https://lnkd.in/e_b52Vrw

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

What impact do Best Clients have on professional success?

Think Like Your Clients and Earn More with Bruce La Fetra

Open article: Think Like Your Clients and Earn More with Bruce La Fetra by lawfirmsuccessgroup.com • 1 min read

The best way to attract more Best Clients is to understand your existing Best Clients.

So you ask them, "Why did you hire me?"

More often than not, their answers will steer you off target. 

It's not that your clients are not forthcoming, it's that the more they like you, the more they want to please and help you. They don't really think about why they select you, so the easiest answer is to mirror back your existing marketing.

You hear what you wanted to hear.
So you feel great.
They make you happy, so they feel great.

The only problem is you didn't learn anything that will help you attract more of these Best Clients.

Your Best Clients DO love working with you. They just aren't very articulate in explaining why.

"Joe's is the best. The top in his field."
"Clare is the best value in town."

These sound great, but don't help potential clients understand why they should hire you. Besides, every other professional in your field says the same things.

I take a better approach. I interview your Best Clients to understand how you improve their  business. It's very specific to the end client. It's the stuff you actually do that makes a difference.

These insights are specific to you and your Best Clients. These insights are easy to act on it is what you are already doing (but probably not talking about).

So, why do YOUR Best Clients select YOUR firm?

🚀🌟📈🧲
𝗜 𝗮𝗺 𝗕𝗿𝘂𝗰𝗲 𝗟𝗮 𝗙𝗲𝘁𝗿𝗮, 𝗧𝗵𝗲 𝗖𝗹𝗶𝗲𝗻𝘁 𝗪𝗵𝗶𝘀𝗽𝗲𝗿𝗲𝗿
Speaking | Marketing Strategy | Workshops
I teach lawyers and other professionals how to
     𝘈𝘤𝘤𝘦𝘭𝘦𝘳𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵
     𝘎𝘦𝘵 𝘱𝘢𝘪𝘥 𝘮𝘰𝘳𝘦
     𝘉𝘦 𝘮𝘰𝘳𝘦 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘣𝘭𝘦
by cloning your Best Clients.

How can understanding Best Clients benefit a business?

What are key strategies in marketing strategy?

What do I need to know about interviewing Best Clients?

Taplio

Bruce La Fetra, The Client Whisperer, MBA's Linkedin Analytics

Bruce La Fetra, The Client Whisperer, MBA

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Taplio

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Want to drive more opportunities from LinkedIn?

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