BizSugar.com › Sales › Keep out of the “Muddy Middle” when Selling Professional Services | Ian Brodie

For many decades, perhaps the most successful client development strategy for both professional service firms and individual professionals has been one of focusing on a small number of high value clients.

More recently, strategies have focused on building large "follower" lists - e.g. for email marketing purposes.

Either strategy can work - just make sure you don't end up in the "muddy middle".