About 20 percent of leads should be qualified leads.

Eight to 14 percent of qualified leads should result in appointments.

Fifteen percent of qualified leads should become clients.

If client projects include the following, there will be more opportunities for future engagements:

• Clearly defined scope.
• Detailed deliverables.
• Frequent status reports.
• Closing meetings that offer a leave-behind satisfaction survey.

Desired frequency of contacts with clients:

A clients—Every 45 days.

B clients—Every 90 days.

C clients—Every six months.

From Practical Accountant, August 2006, 800-221-1809. For the complete article, click on the following link: http://www.webcpa.com/article.cfm?articleid=20955&;pg=pracacc.