<aside> 📋 Frequency: Quarterly | Time: 30 min | Trigger: Mid-quarter, two weeks after QBR

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Your Ideal Client Profile drifts without you noticing. A client you took on because they could pay becomes the template for who you pursue next — and six months later you're fully booked with clients who drain your capacity and don't refer. Running this quarterly review keeps your practice mix intentional: you're building toward the client concentration you want, not the one that accumulated by accident.

Prerequisites

• Your current client roster with engagement type, duration, and revenue per client
• Your pipeline tracker (CRM, spreadsheet, or equivalent) showing prospect characteristics for the last two quarters
• QBR complete: Quarterly Practice Health Check run two weeks prior (results inform this review)
• Notes on any clients who caused friction — scope creep, payment delays, energy drain — from the past quarter

Procedure

1. Review your current client roster. For each active client, note: engagement type, monthly revenue, referral activity, and your honest energy read — clients who energize versus those who deplete. This is your raw material.
2. Run the Ideal Client Profile Refiner skill with your current roster data, the friction notes from last quarter, and your revenue and capacity targets as input. Review the output for a refined profile with updated inclusion and exclusion criteria.
3. Compare the refined profile against your current pipeline. Flag any active prospects who no longer match the updated criteria. Decide now whether to continue or deprioritize — don't let mismatched prospects consume follow-up energy this quarter.
4. Check whether your Cold Outreach Batch and Referral and Partnership Campaign are targeting the updated profile. If your outreach is built around the old profile, update your targeting criteria before the next batch runs.
5. Save the updated Ideal Client Profile to your reference document and note the review date. This becomes the active profile for all business development activity until next quarter's review.

Expected Outcome

You'll have a refreshed Ideal Client Profile with current inclusion and exclusion criteria, a flagged list of any pipeline prospects who no longer match, and updated targeting inputs ready for your next Cold Outreach Batch and Referral and Partnership Campaign.

<aside> ⚠️ Common mistakes:

— Updating the profile on paper but not updating the pipeline. A revised ICP that doesn't filter your active prospects is decoration, not a system. The profile only matters if it changes what you do next.

— Optimizing the profile for revenue only and ignoring energy and referral activity. The clients who refer are the ones who also energize. A high-revenue client who drains you and never refers is quietly degrading your practice mix every quarter you keep them.

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