South Africa, Oct. 28 -- Identify and refine your target audience

Start by looking at your existing client base. Who are they? What types of matters do they bring to you? Which clients are the most rewarding to work with, financially and professionally?

Look for patterns in your client demographics. If certain types of clients make up a sizeable portion of your work, ask yourself: Are these the clients I want more of? If not, it's time to adjust your marketing and messaging to attract the kind of clients you really want.

Then, identify your high-value clients. Those who bring in quality work, pay well, and maintain long-term relationships.

These are your ideal clients. Aim to attract more like them across all your practice areas.

Wor...