Accountants can unlock significant revenue by identifying and acting on business opportunities with select clients. A Colorado Springs firm exceeded its $200K target using a seven-step process involving client selection, product definition, trend analysis, tailored advice, teamwork, and regular progress tracking.
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A huge opportunity for Accountants is to use their knowledge of
a Client's businesses to identify new opportunities.
However, this will not 'just happen'.
At the outset, Accountants should acknowledge that:
- NOT ALL Clients are a source of new opportunities
- Opportunity discovery' should be part of the workflow
process to increase the chances
- A good business opportunity is one which the Accountant can act
upon. That means they offer a solution which adds value to the
Client's business AND they'll get paid
An Accounting business in Colorado Springs set out to find an
additional $200K in new business from existing Clients over a
6-month period. Here is the 7-step process they set up... which
helped them to exceed their revenue target.
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