By Patrick Lucchese, the innovator and leader of Urban Advisors, has discovered the key to constructing a prosperous enterprise: meticulously handpicking clients. Urban Advisors is a specialist in directing family-owned businesses through the arduous process of an initial public offering (IPO). Lucchese’s personal experience in his family’s enterprise and the IPO with Brazilian construction giant Rossi Construcoes stimulated his creation of Urban Advisors. However, he firmly believes that achieving success lies in finding the right clients.
Urban Advisors employs a meticulous approach in selecting its clientele, only working with businesses that it can ensure will succeed. Lucchese and his team must have faith in the business, the ownership, and their proficiency in helping clients navigate the shift from a privately-held to a publicly-traded organization. This approach contradicts conventional advice, which often suggests trying to appease all potential clients.
Lucchese contends that being selective with clientele and providing them with value is a superior solution. Urban Advisors utilizes a distinct payment model from most other firms in the market, receiving a “success fee” solely after the completion of the IPO or other projects. This approach showcases Urban Advisors’ dedication to the project and the client’s triumph.
Rather than offering preconceived solutions, Urban Advisors personalizes each project to fit the client’s unique business and family requirements. Lucchese acknowledges that entrepreneurs strive to accomplish not only their business objectives but also their family goals. As a result, Urban Advisors collaborates with clients to formalize roles, establish payment policies, and devise compensation packages for executives and family members.
The firm’s judiciously selected client list enables Urban Advisors to provide exemplary service to every project it undertakes. Urban Advisors’ meticulous criteria have resulted in approximately 25 clients. While the firm is open to new clients, the vetting process is comprehensive and thorough. Before signing a new company, Lucchese and his team scrutinize the financial details and ask a series of questions to determine whether the client is the perfect fit.
Urban Advisors’ methodology may appear counterintuitive to certain individuals. However, Lucchese contends that client selectivity and value provision are the cornerstones of a flourishing business. By solely taking on clients who they are certain will succeed, Urban Advisors ensures that every project is mutually beneficial for both the firm and the client.
In an industry notorious for its cutthroat nature, Urban Advisors differentiates itself by placing emphasis on establishing relationships with its clients. Lucchese and his team’s willingness to cultivate personal connections with each client sets Urban Advisors apart from other firms. This approach assists the team in better comprehending each client’s unique requirements, enabling them to deliver the highest quality of service.
Urban Advisors’ unwavering commitment to providing value to clients has been instrumental in establishing the firm as a leader in its niche industry. Lucchese and his team have earned their clients’ trust by prioritizing their success and fostering strong relationships. The firm’s success fee payment structure ensures that clients only pay when they achieve their desired outcome, providing an additional layer of accountability for the firm.
In conclusion, Patrick Lucchese, the founder and director of Urban Advisors, believes that finding the appropriate client fit is critical to establishing a prosperous business. Urban Advisors’ selective approach to acquiring clients, personalized solutions, and commitment to value provision have all contributed to its position as a leader in its niche industry. Lucchese’s innovative payment and relationship-building techniques have fostered trust among clients and enabled the firm to thrive.
