How ABLE Helps Accountants Master High-Value Client ManagementSeptember 15, 2023
In the world of accounting, efficiency and effectiveness are critical for success. This often means finding innovative ways to manage client relationships and grow the business. One concept that has gained traction in recent years is high-value client management. Rather than spreading resources thin across numerous clients and prospects, this approach emphasizes focusing on a select group of high-value relationships to maximize growth and profitability. In this blog post, we will discuss the importance of strategic vision for accountants and how the ABLE platform can help practitioners adopt high-value client management to manage their client relationships more effectively.
The 80/20 Rule for Accounting Firms: Focus on High-Value Clients for Maximum Growth
A key principle guiding high-value client management is the Pareto Principle, also known as the 80/20 rule for accounting firms. The Pareto Principle suggests that 80 percent of a business’s revenues come from 20 percent of its clients. This concept has significant implications for accountants as they seek to maximize their firm’s growth and profitability.
ABLE suggests that accountants focus on the top 12 accounts under their stewardship. By concentrating on these high-value clients, accounting professionals can often generate more than 90 percent of their firm’s revenue. This focused client relationship management allows accountants to devote their time and energy to the clients who contribute the most to the firm’s success.
Focusing on the top 12 accounts not only maximizes revenue but also helps accountants optimize their time management. With up to 65 percent of their time dedicated to billable hours, accountants spend most of their time working in the business, not on the business. By narrowing their focus to the most important clients, accountants can ensure they are allocating their time and resources effectively, ultimately leading to a more successful and sustainable accounting practice optimization.
Harnessing Quality Referral Relationships: Strengthen Your Network and Boost Your Practice
Referral relationships play a crucial role in the growth and success of accounting firms. Traditionally, professionals have sought to build numerous peer relationships, expecting the law of averages to eventually result in referred business. However, this approach may not be the most effective way to generate new clients and grow the practice.
An alternative approach to referral relationships emphasizes quality over quantity. Instead of establishing numerous peer relationships, accountants should focus on building a select few high-quality, multi-disciplinary referral relationships. By concentrating on no more than 10 such relationships, accountants can maximize the effectiveness of their referral network while remaining cognizant of the time restraints they face in managing their practice.
Building 10 multi-disciplinary referral relationships means developing strong connections with professionals from various industries who can provide valuable referrals. The goal is to create a diverse network of trusted partners who understand the value of your services and actively refer clients to your firm. This approach aligns with high-value client management by emphasizing targeted relationship building to foster growth, rather than casting a wide net and hoping for the best.
Strategic Prospecting in Accounting: The Focused Approach to Winning New Business
High-value client management also applies to pursuing new business opportunities. While it’s essential to follow up on potential deals, it’s important to differentiate between various opportunities and focus on strategic prospecting in accounting. Concentrate on the true “Prospects”—the 14 coveted organizations you want to win as clients.
To identify these 14 Prospects, accountants should analyze their current client base and look for patterns in terms of size, complexity and prestige. By targeting high-value accounts that share similar characteristics with your existing top clients, you increase your chances of winning new business and further growing your practice.
Once you’ve identified your 14 Prospects, the next step is to establish and nurture relationships with them. This may involve attending industry events, reaching out through social media or scheduling face-to-face meetings. By building strong connections with these target clients, you position yourself as a trusted advisor and increase the likelihood of winning their business.
Keep in mind that not all 14 Prospects will become clients within a given year. However, the goal is to remain committed to winning the business of each of these high-value accounts, fostering long-term growth and success for your firm.
The 36 CRoPs Strategy: A Comprehensive Growth Formula for Client Relationship Management for Accountants
By combining the concepts of focusing on the top 12 Clients, building 10 multi-disciplinary Referral relationships and targeting the 14 true Prospects, accountants can develop a powerful growth strategy known as the 36 CRoPs approach. This strategy emphasizes the importance of concentrating on a select group of 36 critical relationships to drive the growth and profitability of your accounting firm.
The 36 CRoPs concept can be broken down into three distinct components:
- 12 key Clients: These are your top clients that contribute significantly to your firm’s revenue. Developing strong relationships with these clients is crucial for maintaining and growing your practice.
- 10 Referral opportunities: By focusing on building quality referral relationships with professionals from various industries, you can expand your network and increase your chances of acquiring new clients.
- 14 Prospects: These are the high-value organizations you want to win as clients. By targeting and nurturing relationships with these Prospects, you position your firm for long-term success.
To further understand the rationale behind the number 36, watch this video by ABLE CEO Jeff Pawlow. In this video, Jeff explains the significance of the number and how the 36 CRoPs strategy can revolutionize the way accountants manage their client relationships.
By implementing the 36 CRoPs strategy, accountants can streamline their client management efforts, focus on key relationships and ultimately drive growth and profitability for their firm.
ABLE: The Ultimate Tool for Managing Your 36 CRoPs
Now that you understand the importance of focusing on your 36 CRoPs, you may wonder how you can effectively manage these relationships. That’s where ABLE comes in. This innovative CRM system is designed specifically for accountants and offers a variety of features to help you manage your relationships with your key Clients, Referral opportunities and Prospects.
ABLE provides a comprehensive platform for tracking your interactions with your 36 CRoPs. Some of its key features include:
- Contact management: Organize and categorize your contacts, making it easy to access and update their information.
- Activity tracking: Monitor all interactions with your contacts, including calls, emails, meetings and more.
- Task management: Set reminders and assign tasks to ensure timely follow-ups and maintain momentum in your relationships.
- Performance analytics: Review your performance metrics to gain insights and improve your relationship management.
The ABLE Advantage
Using ABLE for managing your 36 CRoPs provides several benefits to your accounting practice:
- Streamlined communication: Keep your team informed of your interactions with clients, enabling a consistent and unified approach to focused client relationship management.
- Increased efficiency: Automate repetitive tasks, freeing up time for more valuable work, such as nurturing relationships.
- Enhanced collaboration: Share information across your team to ensure everyone is on the same page and working towards common goals.
- Improved client retention: Stay top-of-mind with your key clients by maintaining regular contact and providing value-added services.
Discover the power of ABLE and see firsthand how it can revolutionize the way you manage your client relationships. Schedule a no-obligation demo with ABLE today to learn more about its features and how it can help your firm implement the 36 CRoPs strategy, ultimately driving growth and profitability in your accounting practice.
Conclusion: Transform Your Accounting Practice with High-Value Client Management and ABLE
As we wrap up this blog post, it’s essential to recap the importance of focusing on key relationships in your accounting practice. Adopting the “doing small well” approach and concentrating on your 36 CRoPs—12 key Clients, 10 Referral opportunities and 14 Prospects—can significantly impact your firm’s growth and revenue.
ABLE, a powerful CRM system designed specifically for accountants, can be an invaluable tool in managing these relationships. With its features for tracking interactions, task management and performance analytics, ABLE streamlines communication and increases efficiency, leading to enhanced collaboration and improved client retention.
In conclusion, we encourage you to consider implementing high-value client management in your accounting practice and explore how ABLE can assist you in managing your client relationships more effectively. Take the first step towards better client management by scheduling a no-obligation demo with ABLE today. By focusing on your key relationships and leveraging the right tools, you can drive growth, profitability and long-term success in your accounting practice.