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RainToday.com's Podcast: Marketing & Selling Professional Services

Acquiring new clients is a top priority among professional services firms, but you want to make sure you acquire ideal clients. You should not take every and any client no matter how difficult things for your firm might be, Randy Shattuck, President of The Shattuck Group, says in this interview. For if you take on clients that are less than ideal, you could end up doing a lot of work for little return as well as end up with a client who will leave after a few months.

Do not commit the sin of overreach, Shattuck says. Determine the ideal client and then decide the best pull marketing strategy to attract them. Firms that do so will see greater revenue and profitability opportunities.

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