HDK Consultants Ltd, East Grinstead, West Sussex, United Kingdom, telephone 01342-328 116

Accountancy
Client-Acquisition
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Quality-Assured Accountancy Client-Acquisition Service with exclusive territory - find out if your area is available

Want to change your accounting client profile towards the more affluent, cooperative clients?

Sometimes the idea of increasing the number of clients isn't appealing or even practical to an accounting firm.

It's always a personal choice of the practitioner or partners, and there's no right or wrong decision in this matter.

What you do with your practice is solely your business and no-one else's, of course.

Not everyone wants to expand through a vast clientele and take on the hassles of employing additional accountants, bookkeepers and administrative staff. There are benefits to remaining a small unit.

A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much trouble.

He or she wants to LESSEN the nuisance, not take on a load of additional clients (and headaches).

At work, the old 80/20 rule will ensure that 20% of clients cause 80% of the hassle... but these same clients definitely don't bring in eight tenths of the income. The OTHER 20% of clients - the better ones — bring in the bulk of income.

And then there's the issue of profit. No matter what your billing system, the clients who cause the most problems usually bring least profit.. and sometimes none at all.

They do this by hocking your time with their demands, complaints and whatever nonessential reasons they have to communicate with you... and taking their sweet time paying your bill.

If it was only the time it takes you to TALK with them... but they also steal additional time and actually SAP your life-energy from you by stealing your ATTENTION. The price you pay in upsetting yourself for these cases will always be the HIGHER cost of these clients.

In fact, after such unpleasant happenstances, it can take a couple of DAYS to regain one's composure and positive frame of mind so one can again work as productively as before.

Needless to say that if you have too many of this type of client so that contact with them is unavoidable on an average working week... well, the QUALITY of your life can suffer tremendously... and with little or no results for anyone involved.

Courage of tolerance — putting up with uncooperative clients — is rewarded only by continuance of misery.

So, WHY do we put up with it for years or even decades?

Could it be that we feel we have NO CHOICE?

You HAVE a choice

If only we could AFFORD to get rid of the non-cooperative, non-appreciative and non-profitable clients!

We assure ourselves that it's better to work for little money than not to work at all. We persuade ourselves into believing that even those difficult clients are good people... they've just had bad days.

And we settle into a philosophical (and often cynical) state of mind about "realities of life," just trying to get by.

But tell me... do you really ENJOY that?

Remember the first day when you walked into your office... remember how enthusiastic and positive you felt about your work?

How do you feel NOW?

The lost zest for life IS simply the TRUE COST of those few bad clients.

And it's a huge cost.

It's the biggest loss of income you've ever had... to say nothing of quality of life.

And here's the thing: You DO have a choice.

That's the first thing to agree with and the most important one. As long as a person believes he cannot do anything to change his situation, he won't try... or he won't try with the required persistence to make a difference.

Once you BELIEVE you can change conditions then it's time to create a plan that offers sufficient likelihood of success... and start.

You do NOT start by terminating every unpleasant client you have.

Instead, you start by acquiring the capacity to obtain new and BETTER clients, securing the power to find and sign more cooperative clients... and sign on one, get him started and established as a client... and THEN terminate the worst of your bad clients!

And then you just do it again. And again. And... you got it, just repeat the same action as many times as you have bad clients.

The choice is one of "precautionary preparation," one where you take no risks and only terminate clients (starting from the worst case) once you've already REPLACED them with a better one.

What it takes to improve the profile of your accounting firm's clientele

To start improving the situation you need an effective way for transforming the clientele by changing bad clients into good (better) ones.

First of all, you need to define the profile of an ideal client. You'll need to do it right, not as a wishing list to Father Christmas but based on the profile of your existing better clients.

This definition can be reviewed annually in order to develop the profile... but it needs to BEGIN from something realistic, a type of client you already attract... so don't create a goal that is SO up there in the clouds you actually set yourself up for a failure.

Secondly, you need a special basic accounting service that will...

-	appeal to the better kind of clients by offering what they want (but aren't receiving from their current service provider) so you can acquire new clients who are more cooperative and appreciative while also producing a significantly higher profit in terms of time used versus fees earned
-	include a small educational element in order to teach the client how to obtain the most out of his accounting services (which automatically puts in certain rules of cooperation minimising any additional hassle for you)

Thirdly, you need some SUPPORT in that someone else does the nitty gritty part of marketing your services.

With this I mean that it's counterproductive to have YOU do the actions that OBTAIN THE PROSPECTIVE CLIENTS.

To put you to do cold calling is equivalent to lighting a fire with chips of ice because it IS a depressingly monotonous task to say the least... and the death toll for your self-confidence at its worst.

You should NOT be the person who initiates FIRST contact with business owners in your area because that's not going to BUILD your self-confidence but quite the contrary.

You are the soul of the accounting firm. You're its top expert, the culmination of financial knowhow, a consultant whom people should PAY to speak with, really.

In case of presenting your services, you should NEVER talk to anyone who hasn't FIRST ASKED FOR IT, whose interest in your knowhow hasn't first been proven to a good degree.

You should NEVER put yourself in a position wherein you have to PERSUADE or PROVE your expertise or value to someone.

And that's exactly what happens if YOU start telemarketing to find potential clients.

It is a TOTAL waste of your potential and expertise, casting pearls before swine, really.

And that's not even the worst of it. Forcing yourself into a position wherein you'll receive belittling, rudeness and other negative communication born from ignorance of those you call... well, that's just going to eat away at your self worth and confidence, which is completely against the idea of the whole thing.

Thus, to secure new and better clients, you need the prospecting services of someone who...

-	is willing to go through the business owners in your area over again to find the ones who ARE genuinely interested in your special services, so that you only speak to THOSE... and
-	has the knowledge and skill to do this with sufficient QUALITY so that the prospects you obtain are good ones and you'll have a better-than-average chance of signing them onto your services within a reasonable frame of time.

That's what it takes to ensure you'll be able to replace the uncooperative clients with better ones.

See what we can offer to help you acquire better accounting clients

It's a fact of life that some clients are better than others.

Another truism is that clients rarely CHANGE — a good client usually remains that way... and no amount of patience will see a bad one become much better.

From this comes the basic rule that if you're totally opposed to the idea of acquiring new clients at all, then you'll have to contend with the quality of client you have now as there's o way to improve that without obtaining new clients with which to replace the bad ones.

To HAVE a choice, you need to acquire SOME new clients of the better kind with which you replace those whose contracts you'd rather terminate.

So if you want to have a choice, why not see whether the Quality-Assured Accountancy Client-Acquisition Service could be what you've been looking for.

It offers all the integral parts needed to acquire new clients, whether for replacing bad ones or for purposes of outright expansion... and offers it with certain definite guarantees on results.

Alternately, why not see if you could participate in our seminar "Revealing the hidden barriers of accountancy client-acquisition" that will be held in the near future. I guarantee it will open up new opportunities for you to utilise your true potential in your local area!

So, now you DO have a choice... and I hope you find it positive.

Best wishes,

Harry Kafka
HDK Consultants Ltd
32 Manning Close
Richmond Square
East Grinstead
West Sussex RH19 2DR
United Kingdom
Tel. (01342) 328 116
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