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Attracting Clients


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Attracting Clients


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Attracting Clients


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Attracting Clients


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Attracting Clients


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Managing Clients


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Managing Clients


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Managing Clients


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Managing Clients


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Managing Clients


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Product Portfolio


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Product Portfolio


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Product Portfolio


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Product Portfolio


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Product Portfolio


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Team Engagement


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Team Engagement


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Team Engagement


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Team Engagement


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Business Processes


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Business Processes


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Business Processes


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Business Processes


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Business Processes


YOUR RESULTS

Attracting Clients
%
Weak:
If you scored in this section for attracting new clients don't beat yourself up. Most accountants struggle with sales and marketing. These things don't come naturally to most, it takes practice. You can start by identifying your ideal client, or niche. Segmenting the market makes marketing to the masses a lot more managable. Once you've selected your ideal client, start putting together a plan for the next 3, 6, 12 months with targets on how many new clients you will secure.

Check out this infographic on a step by step approach to attracting new clients:

Moderate:
If you're in the moderate section don't worry there's always room for improvement when it comes to marketing and sales. Start by taking a look at your target audience, does your website communicate who your ideal client or niche is? If not, that's a great place to start. Prospective clients will seek out information about your firm using the web. Make sure you are doing everything on your end to best represent your firm to prospective new clients.

For more helpful tips, check out this article on "Proactive Marketing Methods to Attract the Clients You Want"

Strong:
Way to go, you're marketing and sales plans are paying off! It doesn't end here though. Sales and marketing are two areas of business that are constantly changing and will need improvements along the way. Be diligent with your plans and follow through. With a consistent and up-to-date plan, you will continue to attract the qualified, A class clients that you want to benefit your business. Keep up the great work and don't stop striving for advancements!
Managing Clients
%
Weak:
It's time to create, fix or improve your managing existing clients plan. Start by categorizing your clients. Create and categorize levels of communication services that correspond with each class. i.e. A class, B class, C class. Get started by sending some emails to your A and B class clients to see if they'd like to come in for a face-to-face meeting. Use this as an opportunity to gauage their satisfaction with your services and potentially sell them additional services outside of compliance. Then, take a look at your client retention rate. Most often, high retention rates are achieved by establishing some sort of financial intimacy with your clients. It all starts with communication!
Moderate:
While your firm may have some contact with and plan to manage existing clients, there are improvements that nede to be made. By categorizing clients, creating a schedule of communications and finding additional services, you will foster trust and familiarity. When you have a strong relationship with your clients, you will have happy feedback, referrals and opportunities for new work. Get to managing and planning!
Strong:
Congratulations, your firm has a strong managing clients plan in place. Be consistent with this plan, communicate until it hurts and always keep up with ways to improve for your clients. You have to be disciplined with this, but the payoff is happy clients, lots of new projects, referrals and an increase in client lifetime value. You're doing great, but don't let up!
Product Portfolio
%
Weak:
Don't worry, most firms haven't updated or even established their menu of services. Awknowledging that you need to reevaluate your service offerings is a great first step. Check out this article on "8 Questions you need to ask before creating your product portfolio."

Moderate:
Not bad! There is always room for improvement and reevaluation when it comes to your product portfolio and/or menu of services. Check out this article on What to offer clients next: the 6 step process on client progression"

Strong:
Give yourself a pat on the back! This is an area that most firms struggle with, and often haven't updated in years! Way to stay on top of client demands and expand your services menu to be not only competitive but comprehensive.
Team Engagement
%
Weak:
Don't be discouraged by your score, be encourgaged to create a better environment for your team. The concept team engagement can be a challenging task to master. Start by defining your job positions and team expectations to ensure team growth and accountability. Create a workspace that invites collaboration, creativity and teamivity. Develop a rewards or incentives program that will drive team motivation and progress toward achieving goals. Throughout this process, be sure to gain feedback from your team members to gauge the effectiveness of the process as well as areas to continue improving. Check out this article, "Eight Effective ways to Improve Your Team Engagement" for some areas worth improving.

Moderate:
While you may already have some incentives and team building activities in place, you'd be amazed at the ROI yeilded from investing in your team. Countless studies have shown that a happy employee is a teamive one. Here are some basic ideas on how to reward or incentivize your team:
  • Public recognition is a powerful motivator and it costs you nothing!
  • Work half-day from home reward - ask team members when they would like to work from home and assign designated days.
  • Office party - lunch with team members is fun, breaks up the routine and allows for team bonding.
  • Dress code policy - incentivize team with a dress down Friday or business-casual attire instead of business-professional attire.
  • Extra PTO - it will amaze you how quickly your team will reach a target or finish a project when extra time off is the reward!
Strong:
Keep it up! Your team must enjoy working for your business! An engaged team is an efficient, teamive and creative team. Team engagement plays an influential role in the direction of your business growth and success. With strong team engagement you should be seeing an increase in your team retention as well as your business capacity, teamivity and efficiency. Don't let up on team engagement though! As you land new projects, attract new clients or implement changes within your business processes, you will need to boost morale and re-engage your team with the additions and improvements.
Business Process 
%
Weak:
Don't worry, this is the area of business where most firms need the most help due to the complexities of your firm and it's operations.

Don't be overwhelmed, the first step is to start somewhere, gather information about where your firm currently stands and start making small improvements little by little. It's a process. List some goals for your business (ex: quicker turnaround time, lower days in receivables, hiring a Client Service Coordinator, etc.)

For more information about how a Client Service Coordinator will improve your workflow, watch this recorded webinar:



Moderate:
While your firm may have a handle on parts of the workflow processes, you may still be noticing bottlenecks. It might be time to reevaluate your workflow process. For more information about how a Client Service Coordinator will improve your workflow, watch this recorded webinar:

Are your fee earners still chasing down missing information from the client? If so, why don't you have a Client Service Coordinator? Fee earners should be working on billable tasks 80% of the time. That means no more than 90 minutes a day should be spent on administrative tasks.

For more help on creating an efficient workflow process, take a look at this article on:




Strong:
Congratulations, ranking strong in your business processes is a huge accomplishment! With so many factors influencing firm opertations, it's exteremly important to maintain these processes and continually improve them when need be. Keep up the efficiency and be diligent! Your business processes play a major role in the other key business areas.