Global Business Group

Accountants are judged on the value they provide to their clients. Clients will place one value on a monthly financial statement, and another on the preparation of an annual tax return. While the two services are interrelated, many accounting practitioners continue to view them as separate services and treat them as entirely separate businesses when they could be building their revenues and increasing the lifetime value of their clients by bundling their service offerings to their existing client base.

A recent poll taken by the folks at Secrets of Marketing Accounting Services confirmed that over half of the small, local, accounting practitioners who responded to the polling questions focused their efforts on the acquisition of new clients rather than on selling additional needed services to existing clients while the large, national and international, firms focused over 80% of their efforts on internal marketing to existing clients.