When I ask accountants what they would like to be different in their practice, one theme is more common than any others. They frequently express the desire to have better quality clients, to increase their average fees and to be doing more interesting work.
One sole practitioner accountant expressed this quite succinctly. He said he wanted to attract ‘bigger fish’. In effect he wanted to know how he could start to attract and win clients who would be prepared to pay bigger fees. He has hoping to more than double his average fee – moving from around £600 up to £2,000.
In my reply I suggested that he start by considering the answers to the following questions:
What services do the ‘bigger fish’ look for and that you can provide? Are you looking to attract prospects with more complex affairs or those with more messy records?
What services would anyone want and be prepared to pay £2k for each year, that you have the interest and ability to provide.
When you are out networking, do you share stories and reference your experience dealing with small clients or big clients?
Do the messages on your website and marketing material represent the right sort of bait for the work you want to attract?
When I provide strategic support to accountants we often work on these issues.
Hoping, dreaming and fantasising about having bigger clients is not enough. It’s like waving a magic wand and expecting a miracle to happen.
If you want things to be different YOU need to do things differently. I suggest that a good place to start would be to consider your answers to the 4 questions above and then to start making any necessary changes.
If you would like more specific and focused help and insight, let’s have a chat >>>
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