I was interviewed by Grant Cameron at The Lawyer’s Daily (previously The Lawyers Weekly) about the challenge of finding the ideal client, a process that begins long before you begin advertising. Here is a short excerpt:
…“Twenty per cent of the files that you’ve worked on probably represent 80 per cent of your profit or the strategic type of work that you want. You have to find that 20 per cent. That’s where you start.”
Bekhor, who works with small to mid-sized law, accounting and other firms, says once partners have identified the types of clients they want, they have to mine deeper and ask why they prefer those files…
Read article.
I would agree with all the comments made. However, in today's environment of mass advertising the objective of obtaining and securing ideal clients has been water down, as there appears to be significant challenges imposed by the various false perceptions created by those who have no expertise or ability to service particular clients.