Sheryl Edison, a startup advisor, recently gave Precedia some pointed advice on who we should actually be going after.
She also flagged urgency-driven practices, like personal injury or DUI defense, as strong fits. Clients in those situations need answers now, not next week, so the firms serving them feel that pressure daily. That constant pressure to be visible and responsive makes them far more likely to see the value of AEO immediately — the case for why it matters doesn't need to be built from scratch.
They are more likely to get higher ROI from their potential clients as they would ideally search up on AI chat bots more.
Beyond targeting, Sheryl also pushed back on how we’re pitching. Her feedback was to be more confident and decisive in sales conversations, and to demonstrate that we’ve done our research. Prospective firms can quickly sense uncertainty, and hesitation often comes across as a lack of belief in our own solution. If we don’t sound convinced it works, they’ll naturally question why they should trust it. Leading with conviction—backed by preparation and evidence—is what builds credibility and ultimately helps close deals.
Looking longer term, we should also think carefully about our compensation model. A highly customized pay structure can create operational complexity and may ultimately limit our ability to scale. Wherever possible, we should move toward a more autonomous and standardized compensation model that is easier to manage while still accommodating necessary exceptions.