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Resources
The resources focuses on specific topics relating to the
accounting and bookkeeping industry. Take advantage
of the information and tools in these resources.
Chapters
1. DEALING WITH CLIENTS
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2. SALES & SERVICES
3. PRACTICE MANAGEMENT
4. CLOUD COMPUTING
5. OPERATIONAL EFFICIENCY
6. STAFFING ALTERNATIVES
7. NETWORKING
1.2. Defining Your Ideal Client
There are numerous advantages to having a very clearly-defined description of who your
ideal client is. First, marketing becomes easier since you know their needs and “pain points”
­­you’ll know exactly how to get their attention.
Second, networking becomes more targeted as you learn which seminars to attend, which
professionals to reach out to, and who to describe when asking for referrals.
Third, sales become easier as you develop services around the needs of your ideal client.
You know what they need and how best to service them. You can develop a name for
yourself as the “expert” to this niche group.
Finally, it’s easier to develop a growth plan when you are focused on an ideal client and
obtaining more like them.
Here are some questions to help you define your ideal client:
• What defines my ideal client? Is it industry, region, service line, etc.?
• What is the size of my ideal client?
• Are my ideal clients owner-managed, professionally-managed or other?
• Are my ideal clients stand alone businesses or franchises?
• Who are their largest vendors?
• Do they have a niche of their own?
• How are they trained?
• Where do they gather? Do they have an industry magazine, association, or annual
  conference?
• Do they require ongoing training for their business? If so, who offers that training?
• What is the biggest challenge in their niche?
• What specialized knowledge will you require to assist them? Do you have it or can you
  obtain it?
Once you answer all of these questions, you will have a pretty good idea of the client you
would like to work with. After all, don’t you want want all your clients to be “ideal”?
Kort Mehrle
A degree in Economics with a focus in International Studies from Lawrence
University. She is a Marketing and Sales consultant for Clear Biz, focusing
on their expansion into the United States.
CLEAR BIZ
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