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Classify your clients using the A-D method

As an accounting practice owner, you need to be able to categorize your clients based on their needs and level of engagement. This will allow you to provide the best service possible for each client.


Your accounting practice is likely to have clients that fall into one of four categories: A, B, C, and D.


A and B class clients require high-level communication because they prefer to be included in all decisions and they want to take advantage of every opportunity. C class clients require less communication and D class clients need little or no contact outside of periodic reporting and sending invoices.


It’s important to understand your client’s category because it will affect your degree of communication.  If you are unsure which category that your client falls into, then it is advisable to contact him or her to get their feedback on how they would like to be communicated with.


Category A & B clients are the most valuable in your customer base. They will make an effort to understand what you can offer them, and may enter into a service contract with you if it is beneficial for both parties


While Class C & D clients are less valuable, they will be less of a headache to maintain as your customer. They are likely to remain satisfied with the work you produce for them and require little interference on your part (although it is important that they feel supported by you).


The Senior Client Manager handles communication around strategic queries and for A and B class clients – for example:


  • I’m looking to buy a business worth $3M, how do I do it?
  • I’m buying an investment property, how do I structure the ownership?
  • I want to buy my partners out, how do I value my company?


While the Assistant Client Manager handles the communication around low-level queries – for example:


  • When do I have to lodge my tax return?
  • When do I pay capital gains tax?
  • When is trading shares not investing?


P.S. Whenever you’re ready… here are 4 ways we can help you grow your Accounting or Bookkeeping business:

1. Download a free copy of our book – The Accountants 20 Hour Workweek
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3. Save $’000s in your practice every month with this new program
We’ve just released a new practice acceleration program which will help you save money and time every month whilst taking your practice to a new level of growth. See if you qualify – Click here for more

4. Build your firm to run without you
We have the step-by-step plan to grow a seven figure profit practice that can run without the owner. Would you like it? – Click here for more