After finally catching up on sleep, there’s a fresh sense of clarity and readiness this morning. Let’s get straight to what matters most for owners of professional services firms, whether you lead a CPA practice, law firm, financial advisory group, insurance agency, or consulting/coaching company.
Today, let’s beat the drum once again on one powerful principle: the relentless focus on your ideal client. It’s the single greatest differentiator in professional services, and it’s at the very heart of my “Can I borrow your car?” methodology.
The premise is simple: when the stakes are highest, you want to hand the keys to someone you trust, someone who truly fits. In your business, the “car” is the high-level client engagement that only you should drive.
So, where does this lead?
As someone who feels spiritually and ethically drawn to help leaders at the top, I’m convinced: the path forward is hyper-focused referrals, relationships, and collaboration. Owners who accept their role as lead business developers, at least for the top slice of the market, are the ones who grow exponentially AND enjoy the journey.
The only way this is sustainable? Invest your energy exclusively in ideal clients. Anything less is delegated. Save your presence for those who move the needle. The other referrals, ones that you would accept if they came to you…will.
If you’re interested in taking your business a step further, head over to my Substack to read the full article and subscribe to Can I Borrow Your Car.
