Is your firm’s target market “anyone who will pay our rates”? One of the biggest mistakes that firms make is trying to market to everyone. Firms need to understand their current clients if they want to increase their client base and improve the services they offer their clients.
What happens when target prospects don’t have any readily identifiable needs? Introducing “wisdom selling,” the next evolution of selling, according to Akina partner Deborah Knupp who presented at the LMA Midwest at Chicago luncheon on February 20, 2014.