{"id":114915,"date":"2023-09-17t11:55:09","date_gmt":"2023-09-17t15:55:09","guid":{"rendered":"\/\/www.g005e.com\/?p=114915"},"modified":"2024-08-27t17:01:13","modified_gmt":"2024-08-27t21:01:13","slug":"how-does-your-firm-measure-up","status":"publish","type":"post","link":"\/\/www.g005e.com\/2023\/09\/17\/how-does-your-firm-measure-up\/","title":{"rendered":"how does your firm measure up?"},"content":{"rendered":"

\"woman<\/p>\n

a new kind of \u201ca\u201d client.<\/strong><\/p>\n

by august j. aquila<\/i>
\nprice it right: how to value accounting services<\/i><\/a><\/p>\n

there are many ways that a firm can evaluate itself, but there is only one way that really counts. at the end of the year, you must determine how you have made your major clients more profitable.<\/p>\n

more: <\/b>five questions for developing your marketing plan<\/a> | twelve fundamentals of planning<\/a> | one question to guide your growth plans<\/a> | four ways to prepare for new business development<\/a> | ten keys to marketing success<\/a>
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remember that 80 percent of your profits still comes from 20 percent of your clients. that also means, as i recently heard, that only 20 percent of your efforts go to the clients who produce 80 percent of your revenue.
\n
\nthink about that for a minute. if you don\u2019t provide your clients with profit improvement ideas, you should start thinking about it now. this is critical not only to them but also to your long-term survival.<\/p>\n

as part of your annual review of your practice, you should try to calculate the increased benefits of the services that you provided to clients during the past year. these can be tax savings, operational saves or revenue enhancement ideas.<\/p>\n

one firm uses the following scale to rate their clients as follows: a, b, c and d. now, this is not what you are thinking. there is a new and important twist to this rating system.<\/p>\n

\u201ca\u201d clients are those who made more money than they ever dreamed of making. \u201cb\u201d clients made good money. \u201cc\u201d clients are losing money, but things are under control and the clients are moving in the right direction. \u201cd\u201d clients are not only losing money, but the business is out of control. the goal with this rating system is to take the \u201cc\u201d and \u201cd\u201d clients and make them \u201ca\u201d and \u201cb\u201d clients. it\u2019s really a simple marketing and strategic plan when you think about it.<\/p>\n

how would your clients react if you were able to take them from a \u201cc\u201d to an \u201ca\u201d level client?<\/p>\n