- Owner
- Alex Morgan · Independent advisor
- Version
- v3.0 · Approved Jul 17, 2026 · Added the decline criteria and the relationship path column
- Where it lives
- Consultant Workbench
Purpose
Decide which organizations the practice serves best, so outreach and discovery time go to the accounts most likely to become good engagements.
Prerequisites
- Last 12 months of engagements recorded in the Workbench
- Practice revenue and margin by engagement
Inputs
- Engagement history and outcomes
- Revenue and margin by client
- Referral sources
Steps
- List the engagements of the last 12 months with revenue, margin and outcome.
- Mark the two or three that produced the best outcomes and margin; describe what they share (size, sector, sponsor, constraint).
- Write the ideal client profile on one page: who, the constraint they face, who decides, and what you will not take on.
- Score candidate accounts against the profile (0–3 on five criteria) and keep the top 40.
- Name a relationship path for each target account: a person, a referral partner or an event.
- Publish the list in the Workbench pipeline and review it each quarter in ARC.
Safety and quality checks
- Every target account has a named relationship path.
- The profile states at least two kinds of work the practice will decline.
- No personal data beyond business contact details is kept.
Output and evidence
- Ideal client profile (one page)
- Scored list of 40 target accounts in the Workbench
Related roles and RASCI
From the process step “Define ideal client and target accounts”, the one record the swim-lane map and matrix also read.
| Role | RASCI |
|---|---|
| Alex Morgan · Independent advisor | RA |
| Practice assistant (part-time) | S |
Actions that use it
- Refresh the ideal client profile from the last 12 months of engagements · Alex Morgan · Independent advisor · due Jul 17, 2026
- Build the list of 40 target accounts with a named relationship path for each · Practice assistant (part-time) · due Aug 14, 2026