A sole practitioner accountant recently asked me how could he attract the ‘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 said he wants to more than double his average fee – moving from around £600 upto £2,000.
In my reply I suggested that the 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 that you have the interest and ability to provide.
When you are out networking, are your stories and examples about 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?