As a school boy 100m sprinter, my sprint coach drilled into me how important it was to set up each race by making a strong start out of the blocks.
The simple fact is that a strong start provides a cascade of benefits, for runners and accountants alike.
A strong start builds a lead on the rest of the field. This means the middle less demanding, and leaves more in the tank to finish the race off.
Not only this, but the faster you exit the blocks, the sooner you settle into your rhythm. This is when you can relax a little, get into your flow and free up energy allowing strategic thinking.
When I was in my practice I loved coming back from the Xmas break. Each January I’d be refreshed and fired up.
We would be over last year’s compliance hurdle and experiencing the clear space to think and talk with clients. It was that piece of the year that we had the luxury of 6 month before us to make things happen for our clients and the practice.
The 5 Step Plan for a Strong Start to the Year
Here is my 5 Step Plan to launch yourself and your practice out of the blocks like a professional sprinter.
- Prepare a list of Clients to approach
- Now think about each Client in terms of their Wants, Needs, Goals, Challenges. Don’t be limited to these, you’re really thinking of an angle to start a conversation with them.
- Against each Client list two services you can provide to solve the above.
- Schedule a timeline to call each client;
- Make the calls and set up the meeting
- Ask questions and provide options – win the job
- Now go do the work
Following this plan meant that every year I would get to the Easter Break thinking “Wow, what happened to Xmas?!”
Without fail, the plan meant that late February, into March and April we were always busy.
Every great plan begins with action, so take immediate action and started on your list now.
Even professional sprinters have sprint coaches. (Just ask Usain)
If you want expert guidance on honing your practice and building a race plan for 2014, call me for an “out of the blocks fast” assessment on how you can increase your revenue by focusing on existing clients.
Until next week, happy sprinting!