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Upgrade Your Clients

You’ve got clients. But are they the right clients? Do they fit into the ideal client mould that you have for your team and your business? 

Today I want to talk to you about a really important business strategy and concept – The Client Upgrade. 

Picture this: you've got your niche in the marketplace sorted, and you're winning work from clients within this niche. But have you ever thought about the fact that not all clients in your niche are created equal?

Yep, it's true. There are actually different types of clients within your chosen niche, and once you recognise this, you’ll realise there’s a whole new level to upgrading your clients – even within your chosen niche. 

Let's break it down. Within your niche and the market you play in – there are actually different categories of clients. Think bleeding, slipping, stable, and leading – these aren't just words; they're the different types of clients hanging out in your niche.

Each category of client has its own quirks, upsides and downsides, and understanding this can help you make smarter decisions about who you want to work with. It's all about aligning your clients with your business goals and values.

So the process of getting really selective about your clients and who you want to work with – The Client Upgrade – goes like this. 

Work out who you really want to work with – are your ideal clients bleeding, slipping, stable, or leading? Which of these types of clients is your business best set up and suited to help? Which type of client is the most values aligned to your business? Who would you go above and beyond to help out? 

Once you’re clear on this – you can then make a much more targeted plan for which type of client you want to target and specifically work with within your niche. 

But that's not all – there’s also something else really important that’s tied into upgrading your clients: building stronger client relationships.

In the midst of all the busyness at the moment, it's really easy to focus on the work and project delivery and then move on. But this is a mistake.

Imagine this: not only can you secure work from top-tier clients, but you can also cement yourself as the go-to consultant for them. It's about more than just a transactional relationship with your clients; it's about building connections that last.

So, how do you build deep and long-lasting client relationships?

Get into their shoes. Dive deep into their world. What keeps them up at night? What are their goals and fears? What are their aspirations and frustrations?

Now, here comes the key differentiator. Take their pain points and turn them into solutions. Show your clients that you're not just here to solve problems; you're here to help them thrive.

The more you align your offerings with what your clients truly need, the more you become their trusted advisor. It's not just about delivering a service; it's about being a partner on their journey.

If you’d like to learn more, please take a look at my most recent podcast episode on this exact topic:

Click here for the podcast episode.

Click here to watch the video.

Josh ‘Client Upgrade’ Stone


PS: If you’re interested, here are 4 ways I can help you right now:

  1. Join the Leaders In Engineering community designed specifically for leaders and business owners

It’s our Facebook community where leaders and business owners are learning the strategies and leadership skills to step up and thrive right now – Click Here to join


  1. Download our FREE PDF guide – “How To Build A High Performing & Highly Profitable Engineering Team”

Learn the skills to get the most out of the people around you. Build a high performing team that generates incredible profits and allows you to have more fun and to spend more time with the people you love – Click Here


  1. Book in a Catch Up

This session is designed for you and I to touch base, to get to know each other a little better and to really look at where you are now, where you want to be and then we’ll make a plan together for how to get you there! – Click Here


  1. Work With Us

Join our training program designed to help you focus on the core areas of growing your team, your business and yourself in the process. Together we'll work on winning work, business development & client relationships. We'll look at strategies for team performance, project performance as well as your leadership skills to motivate and get the most from the people around you. We'll also focus on your growth as a leader, effective delegation to those around you and only focusing on the strategic activities that move the needle and make the biggest difference. - Just send me an email at [email protected] with the word “PROGRAM” and I’ll get you some more information.


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