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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
2. SALES & SERVICES
3. PRACTICE MANAGEMENT
4. CLOUD COMPUTING
5. OPERATIONAL EFFICIENCY
6. STAFFING ALTERNATIVES
7. NETWORKING
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7.3. Networking - Channel Partners
You know who your ideal customer is (if you haven’t defined that yet, please see our article
on defining your ideal customer for more information). Now consider the other business
professionals that ideal client is likely to need or use­­all are potential channel partners.
Channel partners are business professionals that service the same clients you do and are
open to working together in marketing, networking, and especially, referrals.
Types of Channel Partners
Bookkeepers
If you are an Accountant, Bookkeepers can provide the biggest source of rapid growth for you.
On average, Bookkeepers have 20 to 30 clients at any given time­­all of which are potential
referrals if you nurture the relationship and provide impeccable service to their clients.
Accountants
If you are a Bookkeeper, Accountants can be an excellent source of referrals for you. Many
Accountants do not want bookkeeping work, and are happy to refer business to one or two
trusted bookkeepers. Deliver consistent, quality service, and you watch your business grow.
Corporate Lawyers
One advantage of corporate lawyers over other referral sources is that they are typically
involved in the early formation of new partnerships, incorporation, and other legal structures.
This means potentially being introduced to new businesses that have yet to find an
Accounting Professional to work with.
Commercial Insurance Agents
Commercial insurance agents have clients that understand the value of protecting their
business.appreciate good, conscientious, trustworthy service.
Corporate Lawyers
Find a good investment advisor you trust and are very comfortable recommending. Then,
involve them, when appropriate, in your client meetings. Having their advice readily available
may be invaluable to your client, and will earn you referrals in return.
Bankers
Bankers have a vested interest in having their clients work with good and solid Accounting Professionals. Cultivate relationships with several, and referral opportunities will abound.
Working with channel partners can lead explosive business. Channel partners are an
excellent networking investment because they will provide you with good, pre-qualified leads
simply because they hope to get the same from you!
A word of caution though ­ always remember the leads you receive from a channel partner
belong to that person. Don’t try to “steal” that client away from your referral source or
disrespect that relationship in any way. Treat both the channel partner and their referrals with
superior care and attention, and you will find yourself with as much work as you can handle!
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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