When people are struggling with their accountancy firm, their first thought is ‘let’s get more sales in’ or ‘let’s get more clients through the door’.

But this is actually one of the greatest mistakes we can make.

If you have a leaking bucket, the worst thing you can do is add more water. You need to fix the foundational problems first. Seal up the leaks. Go to your existing client base to find out why you might be losing money or why your profit margins are so small.

Only once we’ve solved these, can we start to think about bringing in new clients.

Because I guarantee there is tremendous potential in your existing client base.

So let’s maximise the value of the opportunity that you already have.

Let’s seal the cracks in that process and then let’s start thinking about how we bring more people in.

Because if you’re losing money with your existing clients, you’re going to lose money with prospects, but they’re going to take time and money to bring into your business.

Optimise what you have first.

James Ashford

James Ashford

James is the Founder of GoProposal, Director of MAP., Keynote Speaker & Bestselling Author of "Selling to Serve". He helps accountants and bookkeepers around the world to price more profitably, sell more confidently and to give significantly more value to their clients.

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