3 Tips for Screening A-list Clients

Nina KaufmanClients, Recurring RevenueLeave a Comment

Who are your A-List clients? When it comes to growing your business beyond yourself, clients are the tip of the spear. Without A-List clients, you don’t have good cash flow. And without cash flow, you don’t have a business. If you’re a solo or small firm, your business systems aren’t set up to handle everybody. … Read More

Who are your best clients?

Nina KaufmanClients, Recurring RevenueLeave a Comment

I attended a business roundtable just before Thanksgiving. We were asked: “What’s one of the biggest obstacles you’ve encountered growing your business?” The answer: Spending years targeting the wrong audience. Trying to generate revenue from people who were familiar to us. In our comfort zone. Who couldn’t — and wouldn’t — make us any money. … Read More

What keeps customers coming back?

Nina KaufmanClients, Recurring RevenueLeave a Comment

A customer comes to your business. They engage your services to solve their problem. What keeps them coming back, though, is the experience they have while you’re solving their problem. I tell you that to tell you this (indulge me): Between ages 5-8, I had a piano teacher I loved. Dorothy Jonas. She was petite, … Read More

Lather. Rinse. Repeat (Revenue).

Nina KaufmanClients, Recurring RevenueLeave a Comment

“You see this here doughnut? What you got is the hole.”  I’ll never forget that sinking feeling when a business valuation expert told me that about my company. I couldn’t believe it. I was stunned. Humiliated. 12 years of building my law firm—all that blood, sweat, and treasure—and I have nothing to show for it … Read More

What REALLY drives your revenue?

Nina KaufmanClients, Recurring RevenueLeave a Comment

Listen to the Episode Below:  Owning your own business means understanding what drives your revenue, not just the revenue itself. And in order to drive your revenue and put it on auto-pilot, you need to create rewarding experiences that define your business for yourself and your clients.  Elaine Starling is on today’s episode to tell … Read More

The riches are in the niches

Nina KaufmanClients, Recurring RevenueLeave a Comment

How many times do you need to hit yourself in the head with a hammer before you get the lesson? Over the years, it took me several times … and several different hammers … to identify my niche market (“sweet spot”) and stick with it. One nasty hammer was a landlord/tenant matter that my then-law … Read More

Building a Sellable Business: Part 2 of 5

Nina KaufmanClients, Recurring RevenueLeave a Comment

Is it possible to use leverage to sell your business? It certainly is—if you know what you’re doing. Leverage is all about getting good, strong positive results that aren’t dependent completely on you, as the business owner. Recently, I sat down with Matt Inglot of Freelance Transformation for an interview on his podcast to discuss … Read More