In the past 3 weeks I have asked 37 Accountants about the status of their client relationships. The question was ‘how many clients do you have a good relationship with’?
A good relationship defined as ‘the client calls you before they do things where you are an expert on‘. So that means they call you before they do anything to do with:
* Major spending – incl CAPEX
* Accounting Systems
* ATO / ASIC matters
* Debtor collection
* Growth of business
* Wealth planning
* Property transactions
And anything else that you are the expert on. Do they call you first or do you find out later what stupid things clients have done?
With the 37 Accountants the highest was 35% of clients we have a good relationship with (not rapport) and the lowest 1%. Let’s call it 20% for the sake of it.
20% you have a good relationship with
80% of clients are at risk of someone else developing a better relationship than you.
This is sooooo bad and very risky. Clients are not calling you before they do things which could impact their future.
What are you doing this year to enhance your client relationships?
At our annual coaching conference in February (Hamilton Island, QLD) I am flying out the global leader in developing client relationships (Andrew Sobel) for professional services firms. Do not wait until Feb – start by proactively communicating more frequently – NOW.
If you are a coachingclub member and are yet to register for the conference you can do so here.