In the last article we discussed developing a plan, taking stock of your history and putting a road map in place for the future by considering what has worked and has not worked. This article is about the next step, the importance of a focused strategy and the consistency of execution.

The first step in the development of a strategy is to fully understand where your new business came from in the past and what you did to get it. This will require you to gather a few years of data, because many times what we think happened may be a bit different than what actually occurred.

I know what it’s like when you first start your firm….you practically give away your services to get business in the door. Once you have built out a good, solid client base it‘s time to stop giving away your gold, as it is your most valuable asset. The foundation of your firm, its brand and value are based upon it. So what exactly am I referring to?