How do you select your clients?

Tuesday, August 10th, 2010

Many CPAs tell me about a tough issue inside their firms. Maybe you are facing it now that you are once again back on the marketing trail.

Right now, firms are competing heavily for new clients. You need them, right? So, you add new clients without subjecting them to a rigorous client acceptance process.

But, think back. Has your firm grown by accepting every client that comes along, even those that don’t pay? Is there pressure on your partners to bring in new business so that they can claim their share of the profits during the year-end compensation dance? If these type of actions are in your past, think hard about your future.

Ask your team members about the quality of your client base. They will tell you immediately which ones they would nominate for out-placement.

Even though you really know that you should serve clients that fit your mission, clients you like and admire and get rid of those that are poor business people, most of you will continue to work with clients that you really don’t like very much, who treat your people disrespectfully and then don’t pay you.

Seth Godin had a good post on his blog about Choosing Your Customers. Seth says, “Yes, you get to choose them, not the other way around. You choose them with your pricing, your content, your promotion, your outreach and your product line.”