Build Your Revenue Plan in Reverse

Young woman working at deskCalculate exactly how many clients you need.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

When I started my business, one of the first things I did was teach a QuickBooks class at the local adult education center. I was paid a lousy $20 per hour to teach a six-hour class of up to 12 entrepreneurs how to set up a chart of accounts, create invoices and enter bills. After the first class, some of the entrepreneurs came up to me and said, “This is good, but I don’t want to do it. Do you want to do my QuickBooks for me?” And I started getting clients.

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The thing about how I started my business was that it was completely reactive; I was at the mercy of who approached me. I wasn’t actively selling. The result was that my business grew incrementally and slowly. I truly didn’t know where I was going, and I didn’t have a plan.