If you run a successful professional services firm and you are approaching or already past seven figures, pause for a moment and take a breath.

Think about the lifetime value of your ideal client. If you aren’t sure, then take your annual revenue for them and multiply it by ten. For many of you, that number is two hundred fifty thousand or five hundred thousand, or much more.

Now ask yourself the real question: How long will it take you to land your next ten ideal clients, and what would happen after you did?

The clients who reshape your business. The clients who create margin stability and freedom. The clients you actually want to serve.

Here is what most owners do not want to admit . . . your current structure will not get you there in a way that you actually want to do.

If you want ideal clients to flow predictably, someone in your business must own that outcome every day. Not when they have a spare hour. Not when marketing hands them a lead. Not when the owner remembers to follow up.

You need a Referral Concierge. This role does not exist in most firms. That is the problem.

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.