Working Smarter not Harder: Developing a Book of High-Value Clients

In the crowded coaching industry, working harder isn’t always the path to success—working smarter is. This session explores how to strategically build a book of high-value clients using insights from The Short List and my experience scaling a multi-million-dollar coaching practice. We’ll discuss practical strategies for identifying your ideal clients, creating efficient relationship-driven business development systems, and leveraging technology to optimize client engagement. Whether you’re a solopreneur or growing a coaching firm, this session will provide actionable steps to enhance revenue and impact.

Learning Objectives:

  • Identify High-Value Clients: Learn how to define and target high-value clients that align with your coaching expertise, maximizing impact and revenue potential.
  • Leverage Relationship-Based Business Development: Apply The Short List methodology to nurture meaningful client relationships, streamline prospecting, and increase conversions.
  • Implement Scalable Growth Strategies: Explore models that scale your coaching practice and create multiple revenue streams.

About David Ackert:

David Ackert, the CEO of PipelinePlus. is a highly regarded business development thought leader. Over the past two decades, David has pioneered revenue acceleration programs for hundreds of professional services firms around the globe.

His coaching programs have won awards in both the U.S. and Canada, and his software has been featured in NLJ’s “Technologies on the Rise.” David regularly keynotes at partner retreats and speaks at industry conferences. He also serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law.

David is the author of the bestselling book, The Short List: How to Drive Business Development by Focusing on the People who Matter Most, published by Greenleaf. He has contributed quotes and articles to numerous media including the Los Angeles Times, the National Review, the Daily Journal, the Wall Street Journal, Above the Law, Attorney at Work, Law.com, The Recorder, and the Los Angeles Business Journal.

Continuing Coach Education (CCE) units for this event: 
Core Competencies: 0.25
Resource Development: 1.25