Where to Find Your Next Small Business Client

By Mary Ellen Biery, Research Specialist, Sageworks 

Successful CPA firms know that while business may be great today, there's no guarantee for tomorrow. That's why it's important that you're constantly thinking ahead  constantly considering where you'll find your next clients and which industries may be the most fruitful for growing your business.
 
Sageworks recently provided some data to Entrepreneur on the fastest-growing industries among US businesses with revenues of $10 million or less. These industries saw sales growth between January 1, 2012, and December 31, 2012, that topped private companies as a whole. As a result, they might be good targets for prospecting, since they may be growing quickly and may need extra help managing their books and evaluating their financials.
 
Some of these might be industries you already serve. If so, now is a good time of the year to check in with those clients to see if they need additional advisory services.
 
The fastest-growth industries for small US businesses and their growth rates for 2012:
  • Residential building construction  14.8 percent growth
  • Computer systems design and related services  14.3 percent
  • Machinery, equipment, and supplies merchant wholesalers  13.8 percent
  • Management, scientific, and technical consulting services  12.3 percent
  • Architectural, engineering, and related services  11.4 percent.
  • Foundation, structure, and building exterior contractors  11.4 percent
  • Building finishing contractors  11.3 percent
  • General freight trucking  10.4 percent
  • Services to buildings and dwellings  10.1 percent
  • Other specialty trade contractors  10.0 percent 
For more information on how your accounting firm can develop client relationships that maximize value for both parties, please attend the upcoming webinar, Stand above the Crowd with the ProfitCents Solution, on May 8.
 
About the author:
Mary Ellen Biery is a research specialist at Sageworks, a financial information company and provider of the Business Credit Report by Sageworks. She is a veteran financial reporter whose works have appeared in The Wall Street Journal and on Dow Jones Newswires, CNN.com, MarketWatch.com, CNBC.com, and other sites.
 

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