Ideal ICP Targeting ABA focuses on mid-size and small family businesses since 1984, making owner-led, family-owned firms the primary sales target. Position offerings around Building Cash Cows and Improving Quality of Life to drive profitability and owner satisfaction; align messaging with ROI and a risk-free satisfaction guarantee.

Regional Growth Footprint Recent news shows a Hawaii office expansion via hiring, signaling willingness to grow regionally. Use this to target similar growth markets and propose multi-location governance, cross-market expansion support, and partnerships for clients with regional footprints.

Value Building Nexus The PREScore/value builder framework appears to be a core lead magnet. Opportunities exist to pair Value Builder assessments with ABA's consulting programs to improve business value, readiness for sale or expansion, and ongoing performance improvements.

High-Value Engagement Model With 10-25M in revenue and a lean team, ABA delivers high-value engagements. Target clients for multi-year strategic planning, governance, succession, and process improvement, offering bespoke, owner-centric advisory that differentiates from larger firms.

Talent & Credibility Investment in talent, evidenced by hires like Sarah Guay for the Hawaii office in 2017, indicates capacity to scale and bring regional expertise. Leverage this to pitch leadership development, HR optimization, and expansion-ready service delivery for prospective clients.