Identify your target niche
No doubt you have heard this before, everyone talks about it. But at Malartu we encourage our partners to first focus on a niche because valuable advisory services are not general.
You wouldn’t give a dentist the same advice you give a startup, so your advisory offers shouldn’t be boilerplate either.
Segmenting your portfolio will quickly make it clear where to start, and subsequently frame your entire implementation.
We recommend segmenting your client portfolio by:
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Client company size
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Accounting software (cloud-based vs on-prem, get as specific as possible)
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Industry
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Sector
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Growth trajectory (high-growth, maintaining size, fixing to sell, etc.)
Based on these segments you can specifically frame your niche. Something like, “High-growth dental clients with 5-10 associates who are using (or willing to use) QuickBooks Online”
And perhaps the most important step to finalizing your target niche:
Don’t just pick your most popular niche in your current client base, choose the niche you *want* to work with. Who are your favorite customers? What is that persona?
This last piece is imperative to not just building a good business with plenty of work, but one that is fulfilling.
