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Ideal Client Profile: Business Client

 

size of business

  • micro (5 or fewer personnel, less than $2.5 million gross sales)
  • small or medium (5 to 100 staff, $2.5 to $15 million gross sales)

 

location of business

  • Canada – anywhere with phone and internet service
  • USA – anywhere with phone and internet service

 

nature of business

  • independent (stand-alone, self-governing)
  • business-to-consumer or business-to-business
  • more relationship-based (involving trust and expertise) than transactional
  • in business at least 1 year
  • managed entrepreneurially

 

person

  • individual who owns the company (legally or morally), maybe also the founder, President, or CEO
  • individual who controls (owns authoritatively or morally) a major division of the company
  • entrepreneurial instinct or temperament
  • receptive and willing to be forthcoming with correct, complete, relevant information in focused discussions of business matters
  • receptive and willing to pay a consultant to get immersed in the business through interviews of staff, suppliers, and customers and through other forms of research
  • receptive and willing to delegate tasks to people under his/her authority or influence and to allocate ad-hoc budgets at his/her discretion
  • receptive and willing to rethink fundamental business matters (e.g. customer experience, company focus and mission, product/service names, sources of value)
  • receptive and willing to designate one or more key personnel as a contact person to facilitate a consultant’s immersion in or orientation to the business
  • concerned that the business is not fulfilling its potential, overall or in a specific area, but could fulfil its potential with the help of an expert’s outside perspective, advice, and guidance
  • willing to invest in making the business fulfil its potential and to give it enough time for success to come about
  • reliable to keep an agreement
  • pays promptly

 

 

Note: This is a profile of the ideal client, like the bullseye at the center of a target. Articulate Consultants will consider dealing with people of other descriptions, or other areas of the same target.


- Glenn R Harrington, Articulate Consultants Inc.

 

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