In my study, caricature drawings decorate the wall, each represents a distinct client persona. One targets those with companies generating up to $100 Million in annual revenue, eyeing a business sale. Another caters to startup CEOs. The focus, however, is on my sweet spot—the CEOs of $1-20 Million businesses with ambitions for growth.
Meet Kim, the androgynous embodiment of this persona, exuding powerful energy and a touch of playfulness. A deliberate choice, as my ideal clients encompass both men and women—hardworking, serious about their endeavors, yet equally skillful at enjoying life. These are the individuals I want (desire) to work with, am dedicated to, feel a duty towards, and find delight in being around.
Desire: People like Kim put energy (gas) in my tank Their focus and contagious drive push me to swiftly and effectively serve their needs. I recall a particular Kim who required an extraordinarily thorough decision-making process. My interest caused me to cooperate with them until they trusted me with their business needs.
Dedication: My commitment lies in dedicated service to Kim, delivering on promises and consistently showing up as agreed. Predicting and addressing both personal and business needs, I collaborate or coach to ensure success.
Duty: Duty extends to pivotal moments—celebrating business milestones or sharing in personal and emotional victories. Whether hiking a trail, savoring a celebratory dinner, or attending a memorial service, I stand by Kim in both triumph and loss.
Delight: Working with Kim transcends mere business; it’s a source of enjoyment, pleasure, happiness, and joy. Fond memories include sharing a seafood meal, playing games, and enjoying a humorous video at a colleague’s dinner table. Most of all, we relaxed and enjoyed being together.
Periodically, I reimagine Kim’s caricature, striving to capture the sheer delight of collaborating with these extraordinary individuals in my life.
So, I pose the question to you—What does the caricature of your ideal client look like? Which characteristics stand out as the most prominent and important to you?
Chuck Scharenberg is the Founder of More Profit More Freedom, a consultancy that empowers first-year C-suite leaders to make their mark; building cohesive teams and sustainable infrastructure that scale their businesses.