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Kevin C. Whelan

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June 10, 2021

How to build a consulting business you can love

Tomorrow, you have to fire every client you have.

Except one. Who makes the cut?

The first person who comes to mind is probably the one you should design your business around. Make them the target.

Nobody will notice the changes at first. But you will. You’ll slowly shift what you do and how you do it.

Maybe you’ll finesse your website copy. Or create a distinct audience page. Or offer a new service. Or tighten up your positioning.

Or maybe you’ll even start a separate website to try it out.

Whatever route you take, your business will slowly become more attractive to those people. Even subtle changes can have a big impact.

That’s how I ended up running a coworking consultancy. I went from serving “anyone”, to B2B services companies, and then eventually, to coworking spaces—always following my best clients and narrowing my focus along the way.

Your best clients may change over time. Your focus will adapt with those changes. That’s normal and healthy for your business.

Unless you’re making a serious pivot, focus on serving your best client(s) above all else.

It will put you in the best position possible to attract more like them—and if you’re lucky, actually love your own business.

P.S. Like this post? Subscribe to receive my best ideas on how to build and run a marketing practice you love. ❤️

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