What are the attributes of the perfect client? Most firms would probably say it is someone who generates substantial fees that is profitable for the firm.  This client probably also pays on time, makes referrals, and is willing to give testimonials and act as a firm reference. That client also thinks of the firm as its most important advisor and always seeks its input on important business decisions. Equally important, that client is cooperative and keeps records in tip-top shape, always readily accessible to the firm.

So what kind of dream world do I live in pontificating about this ideal client? But, I am not sure it’s a dream world, because what I find is that the best firms seem to have more clients that approach this perfectionist's ideal. And, it is no accident.

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