FEATURED

6 Keys to Developing New Client Prospects

dashboard screenshot
Dashboard in ABLE

ALSO: The 8 steps of a nurture campaign.

By Marc Rosenberg
The Rosenberg Practice Management Library

There are three sources of new business:

  • Existing clients, in the form of expanded services and referrals to other clients.
  • Referral sources such as lawyers and bankers.
  • Prospective clients.

MORE: Now Is Not the Time to Let Your Referral Opportunites Lapse | Does Your Firm Recognize All Its Skills? | Protect and Grow Existing Clients | The 4 Marketing Disciplines | 15 Powerful Niche Marketing Practices | 19 Takeaways from the History of CPA Firm Practice Development | Why You Have to Kill the Old Paradigms | Are You Ready for the Great Disruption?
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

We further state the following, based on countless experiences and conversations with CPA firms:

  • The time you spend prospecting for new clients should be roughly 15 percent of your time. The bulk of your time should focus on existing clients and referral sources.
  • You can expect that roughly 10 percent of your growth will come from new clients. The bulk will come from existing clients and referral sources.