The Right Client

You know who they are. They pay on time. They aren’t a hassle. You don’t want to hide under the desk when they call. They pay you for your time and don’t squabble about the fee (most of the time). They are called “A” clients.

Do you know who your “A” clients are? Are you providing them with superior service and adding that little “extra” that will keep them coming back to you (for computer services, consulting and every other product you sell)? If you aren’t throwing added-value services their direction, it may be because you spend too much time with marginal clients. Which client would you like to see more often?

Keep in mind that “A” clients aren’t necessarily the guys or gals who pay the most annual fees (although they could be). Large clients often can be the most unprofitable in your practice. When you develop your “A” list of clients so that you can establish criteria that will enable you to spot other “A” clients, take a closer look. Think of the time it really takes to manage each client and what you get for your investment.

The world is full of accountants looking to do accounting work. The name of the game is to enjoy doing a good job for the right client while making a profit for your firm. The right client is the one that matches what your firm has to offer (services, business style, etc.) and they like how you offer it (non-accountant speak, before deadline, etc.). They’re happy and you’re happy. That can’t be all bad, can it?

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