10 Scenarios When You Can Rationalize Client Poaching

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Do you feel it’s OK to approach another firm’s client and make the case for jumping ship? Believe it or not there are cases where it makes sense.

Actually, there are at least 10 scenarios where going after someone else’s client would be viable and it’s often a benefit for the client involved. It’s been addressed before.

10 Scenarios When You Can Rationalize Poaching

You might think client poaching is an absolute “I would never do that” situation. Well, how about these 10 situations:

1. You bought their firm – Clients vote with their feet. They develop personal relationships with their accountant on the team.  Some go in different directions.  Those clients might follow.

Rationale:  The value of the firm is based on many factors.  Annual revenue is right at the top.  You want those clients to stay. They don’t see themselves as your clients, yet.

2. Their accountant moved to another state – You met a person at a party.  After hearing you are a CPA, they mention their accountant has moved 1,000 miles away, yet has indicated they will continue practicing.  They specifically say they prefer a face to face relationship.

Rationale:  The client has a requirement.  You can meet it.  They haven’t made a decision yet.  They will need a face to face “Get to know you” meeting before determining if you are each a good fit.

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About Bryce Sanders

Bryce Sanders

Bryce Sanders is president of Perceptive Business Solutions Inc. in New Hope, Pennsylvania. He provides high-net-worth client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor, can be found on Amazon.com.


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