also: the 8 steps of a nurture campaign.
by marc rosenberg
the rosenberg practice management library
there are three sources of new business:
- existing clients, in the form of expanded services and referrals to other clients.
- referral sources such as lawyers and bankers.
- prospective clients.
more: now is not the time to let your referral opportunites lapse | does your firm recognize all its skills? | protect and grow existing clients | the 4 marketing disciplines | 15 powerful niche marketing practices | 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?
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we further state the following, based on countless experiences and conversations with cpa firms:
- the time you spend prospecting for new clients should be roughly 15 percent of your time. the bulk of your time should focus on existing clients and referral sources.
- you can expect that roughly 10 percent of your growth will come from new clients. the bulk will come from existing clients and referral sources.
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