Expanding Bookkeeping Business
Every Accountant and bookkeeper will find that clients come and go, for whatever reason. People sell their business. A business may expand and need a full time in house bookkeeper or accountant. So what happens when you look for new bookkeeping clients?
It’s tempting to take on every client that comes your way, but remember, you are working for YOU. You are self employed! And you have other clients that you are continuing to service.
You are not an employee, you do not do everything a client asks without question. What self employed professionals do is consider whether they can (or want to) provide what the client wants and if the answer is no they can decline to act for them at any time.
We’re always willing to provide testimonials and a background summary but never a reference and full cv unless it was an employment with the associated guaranteed hours, pay, sick leave etc. A client that asks for all that information is generally looking for is someone desperate for work (eg newly set up) who will run at their beck and call without charging them for it.
If you agree you can bet your bottom dollar they will be trying to keep you at this low rate, or even lower next time. Let them find someone else as you will always resent how little you get out of it and they will always moan whatever you do (this type tend to not supply information needed and then blame you for not completing your now impossible task).
This type are usually bad at paying on time and taking on someone else as well. Have confidence in yourself and look for other more suitable work. You’ll be glad you did. Here’s an accountant’s experience:
“When I was at the meeting - which turned out to be a two man interview panel I was asked if I’d brought my CV and the details of two referees. This made me wonder what do other accountants take out with them when visiting new clients - do you expect to be grilled? I had done some research on the company before I went so I had done some preparation and I’ve no problems supplying referees from amongst my clients but I was a bit gobsmacked when they asked me why I wanted the job, how I would fit in to their organisation and asked to talk about previous employment.
As I was leaving they told me that they were interviewing some more candidates (wonder if they know whats coming) and they would let me know if I’d been successful!!
And here’s an experience from another accountant:
“When I first started in practice several years ago I naively went to be “interviewed” by a potential new client, was offered the job, and soon came to regret it. They spoke to me with contempt, tried to bully me and generally treated me like their lackey.
After one particulary abrasive meeting which left me literally shaking, I realised I was a long way from the respected professional adviser I intended to be, composed a disengagement letter, and never looked back. Since then I have seen other “clipboard clients”, as I like to call them - the ones who come to the intial meeting armed with a list of personal questions to prove I am worthy to be their accountant.
Some do actually come armed with the proverbial clipboard! I am always quick to take control of the meeting, and point out politely but firmly that it is not appropriate for them to interview me. You soon realise that not all clients are worth taking on.
There’s always a balance to be struck when approached by a prospective new client. They need to check whether you’re right for them. Equally you need to check if they’re right for you.
It’s worth speaking to them on the phone to clarify what they want before agreeing to give up your time to visit them. It can also be helpful to keep a little checklist by the phone as a prompt of the things to address when a prospective client calls and also characteristics that you want to evidence during that all important first conversation.
We have to balance how we come across on the phone. Business like, friendly, helpful, professional and flexible. These are common aspirations as is a desire to avoid attending meetings before you have enough background information. That means you have to identify what information you want to clarify before agreeing to a meeting.
