One of the best ways to identify a solid base of prospective clients is to look at the profile of your most profitable clients. When you think about cloning them, how would you describe them? Identify specific characteristics such as the industry they’re in, the needs you meet for them, where they’re located and how you serve them. Think back to when you brought those specific clients in-house and identify how you differentiated yourself to get those clients to choose you and your firm over others.
As you get a better handle on the composition of your current client base, why they selected you and your firm over your competitors and the value you’re providing to keep them with you, you’ll have a great start toward developing the marketing strategies and tactics you need to employ to bring new clients into the firm. And all without anyone saying a word!