Do you ever look at a client and wonder “why in the world do we do business with them?” Do you ever watch your pursuit teams chase every opportunity rather than target with laser precision? Do you ever wonder why you’re having to price work as a commodity rather than pricing for the real value you bring? These symptoms often indicate your firm lacks a clear and compelling Ideal Client Profile (ICP).
During this workshop, we’ll collaborate on building an approach for collecting the information needed to create your firm’s ICP. We will discuss data sources, engaging stakeholders, and refining all the inputs into a clear and articulate ICP. We will also workshop several ways to apply the ICP to make impactful changes to your marketing, pursuit, and pricing strategies. As a bonus, we’ll discuss how putting your ICP to work will create a happier, more engaged workforce!