As a Chartered Accountant with over 25 years of professional experience, I’ve used my hands-on experience to develop a series of proven Growth Practice strategies that can be easily incorporated by most small to mid-sized Accounting firms with dramatic results.
Today, I’d like to introduce you to the radical concept of switching your business development activities from seeking new clients, to instead, focusing on your existing client data base.
Research has consistently shown that smart professionals will usually get a much better Return on Investment ( ROI) by properly segmenting and refocusing their efforts on existing clients, rather than expending funds and resources chasing new business.
To help you adopt this concept onto your practice, I’ve turned the approach into and easy-to-follow 3 step process – because if there’s one thing Accountants are very good at, it’s FOLLOWING a process.
The basis of my 3 step process;
1. ASSESS YOUR EFFORTS:
Firstly, you need to conduct a re-assessment of your current client base. It is more than likely that you will find that 20% of your clients are most likely providing 80% of your total fees.
At TwentySix Group, we can show you a range of tools that will enable you to better focus your resources on the clients who are most likely to avail themselves of more of your services – once they fully understand the extra value you can bring to them.
This includes –
– Methods that allow you to present naturally to your clients
– Methods for highlighting services they never realised you can provide
– Tools that clearly articulate the value proposition you bring
– Tools that will have them begging you for more services
2. MAKE “GROWTH’ THE PRIME FOCUS IN YOUR PRACTICE
Promoting the practice needs to be a as natural to staff and partners as is breathing. We can show you ways that will turn the art of ‘positioning clients to buy’ into a daily mindset for both staff and partners, to the point where it becomes part of the culture of the business.
3. CREATE A PLAN TO FIND EXTRA FEES EVERY DAY
Remember, those who fail to plan, plan to fail . We can help you develop and implement a pan that will see you chart regular and ongoing Practice Growth. And by planning, you can methodically work your way towards meaningful and sustainable practice growth.
I recently worked with the Managing Partner in a mid-sized firm to help them adopt these 3 key strategies, which saw them log an additional $20,000 in extra fees in just 3 weeks.
Why not call me for a confidential discussion to see if your firm would benefit from adopting our proven professional Practice Growth program….
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