A recognition of the characteristics and behaviors of the people you want to serve and not serve so that you can articulate the criteria to others, engage with the right people, and build your practice.
Determination of places to find your ideal client because if you can’t find your ideal client, your focus or ideal client criteria needs to be refined.
IDEAL CLIENT criteria that you can use as a starting point for crafting your perfect message, determining your service offering, building your relationships and awareness campaign, and engaging with your ideal client.
I cannot say enough about Laura’s Who Do You Serve Self-Study Course. When I decided to start my own practice, I was very confident about my expertise, but not so sure about how to apply it or with whom. Who Do You Serve was invaluable in helpin...Read More
I cannot say enough about Laura’s Who Do You Serve Self-Study Course. When I decided to start my own practice, I was very confident about my expertise, but not so sure about how to apply it or with whom. Who Do You Serve was invaluable in helping me answer those questions. The course also helped me zero in on what I now believe are my biggest obstacles to success, and I am taking proactive steps to turn them into assets. If you’re thinking about starting a consulting practice, but you don’t know which steps to take or what order to take them in, invest in this course. I have no doubt that it will accelerate your ramp up. Gil Bean InFlow AdvisoryRead Less
I highly recommend this course for those considering becoming a consultant or existing consultants struggling with their practice or looking to refine their target clients and service offerings. Having worked in large corporations and as an entre...Read More
I highly recommend this course for those considering becoming a consultant or existing consultants struggling with their practice or looking to refine their target clients and service offerings. Having worked in large corporations and as an entrepreneur and now pursuing a consultancy business to leverage my experience, I have found these tools and Laura’s approach invaluable in helping me understand my targeted client, the services offerings I can provide and the messaging to be used. Without this course material and instruction, I would have been struggling and making many mistakes, side-trips or in-efficient shot-gun attempts. This course has given me the confidence to know who I want to pursue in a very clear and laser- focused way. Who Do You Serve provides a disciplined, structured process to focusing efforts on defining the consultant’s values, what matters and where they want to go. This course provides an outstanding methodology helping new and seasoned consultants define their ideal client. • This includes understanding client wants and needs, understanding how the consultant’s service skills and offerings intersect with the client’s wants and needs. Until this intersection is identified, the consultant’s service offering and target market will be difficult to identify, market and approach • This includes a 5 Why’s analysis which helps in focusing on client’s needs • There is a structured process to determine characteristics and behaviors that a consultant wants in their targeting client list • There is a section that also treats clients desires and demands • There are tools for allow the consultant to define it’s ideal client, the characteristics of the ideal client desired by the consultant and screening tools to make sure the consultant focuses their efforts of clients that are truly who they want to serve – provides for efficiency of efforts invested in finding clients The course provides the methodology to create the messaging to be used in marketing – this is the pitch to be given to targeting clients that, when carefully designed and vetted, should provide clients a clear, concise understanding of how the consultants service offering addresses their needs and the value the consultant will provided. Once the Ideal Client is defined, the course also provides the tools to validate this messaging. Lastly, tools are provided to continually, on an iterative basis refine and restate the message as experience requires.Read Less
- Ideal Client Overview
- What is an Ideal Client Workbook
- Ideal Client Defined
- The Impact of Knowing
- What is... Quiz
- Identify Your Ideal Client Overview
- Identify Your Client Workbook
- Characteristics and Behaviors
- Characteristic and Behavior Questions
- Three Examples to Contemplate
- What? A Bad Client?
- Perfect Fit? Or Not a Fit?
- Fit-Not a Fit Template
- Define Your Ideal Client Restated
- Identify Your Ideal Client Quiz
- The Shoe Salesmen and Perception
- Group Discussion Slides
- Group Discussion Replay
- Find Your Client Overview
- Find Your Client Workbook
- Where Do I Look?
- Find Your Ideal Client Quiz
- Grade Your Clients Overview
- Grade Your Clients Workbook
- A, B, or C? Stay or Go?
- Rate Your Clients Template
- Grade Your Clients Template
- Grade Your Clients Quiz
- Group Discussion Slides
- Group Discussion Replay
- Validate Overview
- Validate, Modify, & Validate Again Workbook
- The Best Approach
- Create the Game Plan
- Interviewee Template
- The Interview Process
- Validate Analysis Recap Template
- Being Agile
- Validate, Modify, and Validate Quiz
- Whom Do You Serve Conclusion
- Before you go...
- Group Discussion Slides
- Group Discussion Replay
- Focus and Ideal Client Group Recap Handout
- Focus and Ideal Client Group Discussion Replay
- Next Steps Template
Over 25 VIDEOS walk you through the Who Do You Serve? process. FIVE WORKBOOKS with examples and exercises, 5 TEMPLATES that you can modify for you, and over 10 ADDITIONAL SUPPORTING ARTICLES AND RESOURCES to help you accelerate your progress.
THREE (3) WEEKLY GROUP DISCUSSIONS (schedule under curriculum overview) enable you to ask questions, obtain advice, and receive feedback from me and members of the group about the material in the curriculum. Use the discussions to help you get better results, faster. The best: don't be surprised if you receive additional and new information during the discussions.
AN ADDITIONAL WEEK of group discussion about the dialectic relationship between Focus and Ideal Client. The group discussion revolves around ensuring your FOCUS and IDEAL CLIENT MATCH. This means you get 4 weeks of group discussion.
A group discussion area for posting questions and providing comments. This is a great way to ask other members of the team their opinions and advice about your IDEAL CLIENT CRITERIA so that you can continually advance. My promise to you: post a question or comment and I'll get back to you as quickly as possible.
LIFE-TIME ACCESS to the course material provided enabling you to periodically refresh your knowledge and skills. If you want to take the course again at a later date, just drop me a note.
How long should it take to complete this course?
This is a tough question to respond to because so much depends on you. It takes time to listen to the videos and then walk through the exercises in the workbooks. I recommend setting aside 2 to 3 hours every week. I have tried to keep each week’s videos to less than 60 minutes in total. Some people take 30 minutes to complete the exercises while others take 60 minutes or more to complete them. If you are taking this course as part of a on-line workshop, add an hour for group discussion.
How does the course work and where can I find the schedule for the group discussions?
Great Question! Selected workshop material is released or dripped out each week with a discussion scheduled a few days later. For this workshop, the current week’s material is available at 12:00 UTC (Universal Time Coordinated) on Friday. Group discussions are held on Tuesdays at 6:30 PM EST (Eastern Standard Time). Discussions start with any open questions and a recap of the released material. Under the Workshop Overview section of the Curriculum, there is a document titled Schedule Information. Group discussion long-on information is provided when the first material is released. The current week’s course material is available at 12:00 UTC (Universal Time Coordinated) on Friday. Group discussions are held on Tuesdays at 6:30 PM EST (Eastern Standard Time). Discussions start with any open questions and a recap of the released material.
What happens if I have a question before or after a group discussion? Is there any additional support?
Yes. Use the discussion feature included in the course and ask others taking the course for their feedback. Additionally, I monitor the discussion group and try to respond within 24 hours.
What happens if I can’t attend a group discussion?
Group discussions are recorded and posted in the course curriculum within 24 to 36 hours. You can review the recording when convenient for you.
I started the course but I'm was not able to finish because of other commitments. What now?
You have access to the course material for the life of the course so you can take the course whenever you are ready and have the time. Also, you can take the course the next time it is offered for free. When you see the course offered, let me know that you are interested in being part of the new group of participants.
What is the difference between the group discussion workshop and the self-study course?
1) The group discussions enable the attendees to not only ask questions but attendees are able to review their exercise answers with the group and obtain feedback. The self-study course does not provide for any type of feedback. 2) It is common for me to add material that is not included in the self-study course based on the group questions. This material is normally not added to the self-study course. 3) Group discussions are recorded and related material posted for later review by that particular group.
I feel I need more support than the course provides. Is it possible to obtain one-on-one assistance?
Yes. One-on-one assistance is available. Contact me directly so that we can discuss your needs and determine next steps.