| Demographics: | I Am Seeking: |
| Position | CEOs or owners of |
| Ownership | Closely held businesses that |
| Growth Phase | Are growing or in financial distress |
| Company Size | Small to Medium-sized |
| Annual Revenue | $500K to $50M |
| Number of Employees | A few to 200 employees |
| Industries | Professional services, real estate, construction, healthcare, software |
| Geography | Located from Seattle north as far as the border or east as far as the Cascades. |
| Psychographics: | I Want to Work with Clients Who: |
| Emotions
|
Are successful but are unsatisfied with their current performance,
who have a level of frustration with their financials and are uncertain as to what to do to solve their frustrations. |
| Attitude | Continuous learners who are open to new ideas. |
| Contained Egos | Are willing to face their challenges and search for the truth.
They can accept being wrong and failing. |
| Value | Are more concerned with the value received than the pricing. |
| Quality | Have high standards and take pride in their business. |
| Commitment | Honor their commitments to themselves, to me and to others. |
| Loyalty | Want to have a long term relationship with their trusted advisors. |
| Ethics | Have high ethical standards and are honorable. |
| Communication | Communicate, keep me informed and can accept feedback. |
| Payment | Always pay their invoice on time without me asking. |
| Things to Listen for: | I can help Clients who have these challenges: |
| Financial Information | “I can’t get timely financials from my bookkeeper/accountant and when I do,
I’m not sure I believe what I’m seeing.” |
| Accounting Staff | “I’m not sure my existing accounting staff is competent. How do I tell?” |
| Cash Flow | “We’re living off our Line of Credit and can’t ever get it paid down.” |
| Profit | “We seem to make money on every project but at the end of the year
it’s a lot less than I would expect.” |