When it comes to finding clients, many accounting professionals would simply prefer they walked through the door. If they need to do something to make this happen, they prefer it be as painless as possible.
Buy a Practice: This might sound extreme and expensive, but it delivers a ready-built clientele base. Within your professional association and circle of business contacts, discretely let people know you would be interested in growing through acquisition. Business owners do it all the time. Buying a company isn’t a transaction, it’s a transition. The two businesses join, often keeping both names. The owner of the acquired firm stays on, introducing their clients. They gradually retire.
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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.