The more types of services you provide for a client, the more likely the client will remain with your firm, according to August Aquila, partner at The Growth Partnership, [email protected]. 

The process of managing clients involves:

• Determining the best kind of client for your firm.
• Getting the clients.
• Retaining the clients.
• Expanding services to the clients.

The article focuses on determining the best kinds of clients and on how acquiring clients is easier once you have made this determination.

The best kinds of clients for your firm are those you enjoy and in which you have an interest. You must have the skills to serve their needs, and you should determine if they have needs that are not being met.

Determine whether a competitor is already dominating the market you are seeking and whether it is growing. If the market for these clients is not large enough, consider expanding geographically. Finally, consider narrowing your focus to sub niches if possible.

Every year you should review each client to be sure you are fulfilling its unmet needs.

From Accounting Today, February 27, 2004, SourceMedia Inc., One State Street Plaza, 27th Floor, New York, NY 10004. For the complete article, click on the following link: http://www.webcpa.com/article.cfm?articleid=19161&;pg=acctoday.