But don’t bother with #5 if you don’t do #1, #2, #3 and #4 first.
By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms
If getting new clients is a bit of a struggle for your business and you’re not reaching the revenue levels you desire because of too few clients, then the first step is to find out where the process is breaking down.
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There are five main places:
1. Client Retention
Are you keeping the clients you acquire, or are you experiencing too much churn in your client base? You can measure your retention rate year after year by computing the percent of total annual revenues that is due to repeat clients. If it’s less than 80 percent, then you are either in your first year of business or you have a problem.
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