What We Look For In Clients: How to Select Your Ideal Consulting Clients

We create what we see.

If you want to work with ideal consulting clients it’s important that you know who they are and have set a criteria that you use to decide whether or not someone is an ideal client.

As you become intentional and choose to work with only the right clients you start to attract more of those ideal clients into your life.

In our Accelerator Coaching Program, where we teach consultants a step-by-step marketing system to consistently attract high-value and high-paying clients, we are very selective in who we take on as clients.

We often see consultants who want their own clients to be committed and decisive when hiring them, yet when it comes to their own business they aren’t committed and willing to make the growth and progress of their business a priority.

We receive applications every day from consultants who want to join the program. But not everyone is the right fit. I’ll tell you more about how we approach this in just a minute.

What we’ve learned over the years and having hundreds of consultants go through the program – is that when we take on the right clients that fit the criteria we use, clients get greater results, we can serve them better, and the whole process is more effective and fun for everybody.

Here are the criteria we use and that you’re welcome to model in your own business as you see fit:

1. Will we enjoy working with them?

Life is too short to spend it working with people that you don’t like. We invest a lot of time and energy and work very closely with our clients. We want good people as clients that we are going to have fun working with.

2. Do they have real expertise?

All our clients are experts in their respective industries, areas, and skill sets. We are experts in helping consultants attract more clients, increase their fees, win more proposals and grow their consulting businesses.

We’re not experts in cost-accounting, manufacturing design, supply chain, construction management, government certification, IT systems and all the other domains – our clients are experts in these areas.

Here’s why this is so important: When you have the right marketing system in place and you’re getting all these new leads and inquiries into your business, if you can’t actually provide value and results for your clients (where expertise is really needed) then there’s no point in doing all the marketing.

When we speak with someone that fits all the criteria and we know we can help them, we tell them.

The flip side is that if you really are an expert and can provide value and results for your clients when you have the right marketing system in place you’ll attract high-value clients and grow your consulting business much faster.

3. Are they committed?

When someone is committed they take action. When they take the right actions and follow the right plant they make progress. That progress leads to results. And results leads to growth.

We often see consultants who want their own clients to be committed and decisive when hiring them, yet when it comes to their own business they aren’t committed and willing to make the growth and progress of their business a priority.

Our most successful clients are those that overcome their fears, take the leap of faith, and roll up their sleeves to put in the work, follow the plan and take action. The result = they reach their goals much faster than they ever thought possible.

4. Are we best suited to help them?

When we speak with someone that fits all the criteria and we know we can help them, we tell them.

Many times we’ll see someone that we aren’t best suited to help. If their goals, focus, level of experience and commitment mean we aren’t the right choice to serve and help them, we tell them that too. We always do our best to refer them to someone else or a resource that will better serve them.

With a clear set of criteria like this you’ll be intentional in who you create and accept as a client and that will lead to a successful consulting practice working with clients you love.

Now, if you’re a consultant looking to grow your business by attracting more high-value and high-paying clients and you meet all the above criteria, we’d love to hear from you. You can apply for the Accelerator Coaching Program for Consultants.