Our Step-by-Step Process

Identifying your ideal client

Firstly and importantly, we take you through a guided discussion to help you to identify and articulate in detail what type of clients best suit you and your business. You will consider:

  • Who they are - the hard facts
  • Their values, attitudes and temperament
  • Your real value to them, over and above any of your competitors
  • The key triggers that will motivate them to engage with you
Attracting your ideal client

Now we are clear on the right kinds of client for your business, we can identify ideal clients you already have in your portfolio. By understanding how they came to become clients, we can begin to understand which marketing activities are currently working for you.

For many companies, a significant percentage of their best business comes through recommendation - so this is where we start.

Our Advocacy Model is designed to maximise the flow of the right quality of referrals to your business.

Encouraging client advocacy

Satisfied clients are often only too happy to advocate your services - they simply need some guidance and encouragement to do so effectively.

Our Client Advocacy Model encourages loyalty, advocacy and a sustainable flow of good-quality referrals from your valued clients.

An integrated marketing programme helps you to build sustainable relationships with your client, designed to reassure and educate, which in turn encourages loyalty and advocacy. At its heart is a robust process that respectfully identifies specific opportunities for their recommendation.

Encouraging partner advocacy

It is likely that you already work with providers of complementary products and services for mutual benefit. This part of our process is designed to harness the power of those relationships to maximise both the value you can add to your clients and the referral flow.

Our Partner Advocacy Model encourages loyalty, advocacy and a sustainable flow of good-quality referrals between complementary businesses.

First we guide you in identifying your ideal partners. Similarly to the Ideal Client Identification process, it is important to consider not only the profession, but the people behind the profession:

  • Who they are - the hard facts
  • Their values, attitudes and temperament
  • Your real value to them
  • The key triggers that motivate them to partner with you

An integrated marketing programme then helps you to build sustainable relationships with your chosen partners, designed to reassure and educate, which in turn encourages loyalty and advocacy. At its heart is a robust process that respectfully identifies specific opportunities for both their recommendation of your services to their clients and your recommendation of their services to your clients.

Consistently applied, over time this builds into a sustainable and predictable source of business growth.

Ongoing review and development

As with any process, it will evolve over time, as markets, businesses and, importantly, people grow and develop. This is why it is important to be proactive in reviewing the process and adapting and developing it as we learn.

In partnership with you, we will put in place key success measures and sensible feedback processes to ensure we monitor the success of the programme. We will review these periodically with you to ensure we build on our knowledge of how it is all working for you and your people. In this way we will assure its continued success.