How to Bring in New Clients and Keep the Ones You Have

Source: Solutions for CPA Firm Leaders

The following is a complete reprint, reproduced with permission, of a blog entry by Rita Keller.

Do you wish you had more clients?

One of the top issues in the CPA profession for 2011 is practice growth.

In fact, according to the 2011 PCPS Top Issues Survey, in firms with two to five professionals, and in firms with six to 10 professionals, the #1 issue is Bringing in New Clients and the #2 issue is Retention of Current Clients.

When you look at the issues with larger firms, firms with 11 to 20 professionals rank Bringing in New Clients as #1, but Partner Accountability/Unity is #2, followed by Retention of Current Clients as #3. In firms with 21+ professionals, Bringing in New Clients and Retention of Current Clients rank #2 and #3, respectively, (behind Partner Accountability/Unity).

Not that you haven't noticed, but the larger the firm, the more need for partner accountability/unity. Big surprise, right?

So how do you bring in new clients and retain current clients? One step you can take is to create a buzz about your CPA firm in your market. You and your team members can do it yourselves, and it doesn't have to be extremely expensive. Follow my posts over the next few days and I'll stay on this topic and give you some specifics.

Creating a buzz about your firm is all about perseverance and continual focus. It's about not giving up!

For the original entry, read “Create a Buzz for Your CPA Firm.”

From Solutions for CPA Firm Leaders, the blog of Rita Keller, president of Keller Advisors, LLC, [email protected], October 10, 2011. Visit http://ritakeller.com/blog/.