Get Accounting Clients: 4 Proven Ways to Expand Your Practice

As new technologies and evolving client expectations continue to create a skills gap between traditional accountants and versatile, future-ready problem-solvers, the modern accounting industry bears little resemblance to its historical counterpart. To get accounting clients now involves rapidly adapting to a changing business environment, regulatory shifts, and technological innovations. 

Over recent years, the accounting sector has witnessed profound transformations, with 58% of U.S. accountants now reporting automation has increased their efficiency and productivity. The transition from manual bookkeeping to automation and the adoption of cloud-based systems — reported by 98% of organizations in 2023 — exemplify the industry's response to technological advancements. These changes help streamline processes, minimize errors, and allow accountants to dedicate more time to strategic tasks.

With 62% of accounting firms planning to increase spending on new software in the coming year, accounting firms should not underestimate the importance of keeping up-to-date with emerging trends in the industry. By doing so, firms can ensure their continued relevance in a competitive market and attract new clients. This guide covers practical steps accounting firms can take to procure new clients and cultivate long-term success.

4 Ways to Get Accounting Clients

Achieving consistent, sustainable growth in your accounting business takes time and willingness to adapt to changing client expectations. Nevertheless, there are certain steps firms and CPAs can take at any stage of development to increase appeal and visibility to get accounting clients. 

1. Develop a Value Proposition

In today's competitive business landscape, accounting firms must stand out from the competition to attract new clients. Developing a robust value proposition is an effective way to help your accounting practice stand out in a crowded marketplace. A value proposition communicates the unique benefits a client can derive from your service, providing them with specific reasons to opt for your firm over others.

To communicate your business's unique value proposition to potential new clients:

• Refine Your Online Presence: In the digital age, your firm's website is the first impression for many potential clients. It should clearly communicate your value proposition, showcasing what sets your services apart. A professional, user-friendly design, combined with client testimonials and case studies, can significantly bolster credibility.
• Showcase Expertise through Insightful and Relevant Content: Content marketing can position your firm as a thought leader in the accounting sector. Regularly publishing insightful articles, whitepapers, or videos that address current industry challenges or offer advice can effectively demonstrate your expertise.
• Engage on Social Media Platforms: Social media isn’t just for socializing. Engaging with potential clients on platforms like LinkedIn, X (Twitter), or Facebook can extend your reach. Sharing updates, responding to queries, and running targeted ad campaigns will direct quality leads to your firm.
• Prioritize Networking: Personal connections still carry significant weight. Attend local industry events, join professional associations, and actively participate in community activities. These avenues not only provide learning opportunities but also open doors to potential client relationships.
• Offer Tailored Solutions: With 71% of clients expecting personalized treatment from the businesses they choose, accounting firms looking to attract new clients should avoid the one-size-fits-all approach. Understand your client’s unique challenges and craft solutions tailored to their needs. This personal touch reinforces the value you bring, further solidifying your proposition.

2. Cultivate Strong Client Relationships

In the interconnected world of business, a satisfied client becomes an ambassador for your services. Their testimonials and word-of-mouth marketing can be incredibly influential, often more persuasive than traditional advertising. Consequently, by prioritizing client relationships, accounting firms not only retain their existing clientele but also create avenues to attract new ones, expanding their reach and fortifying their market position.

Strong client relationships result in lasting client loyalty and more frequent recommendations to potential clients. For accounting practices, which clients entrust with their most sensitive financial information, strong client relationships are especially important. Follow these steps to strengthen client relationships:

• Encourage open and regular communication: Building a relationship begins with open dialogue. Encouraging clients to communicate their concerns, expectations, and goals ensures both parties are on the same page. Regular check-ins and updates, whether through scheduled meetings or impromptu calls, convey commitment and provide a platform to address any emerging issues.
• Be attentive to individual client’s needs: Every client, whether a large corporation or an individual, wants to feel valued. By being attentive to unique client requirements and exhibiting a genuine interest in their success, accounting firms can communicate their dedication and set the foundation for long-lasting relationships.
• Provide personalized advice: The financial landscape is complex, and clients often rely on their accounting firms to navigate it successfully. By offering tailored advice that caters to the individual circumstances and objectives of a client, practices can further solidify their role as trusted advisors.
• Foster trust: Trust is the bedrock of any enduring relationship. Ensuring accuracy, maintaining confidentiality, and consistently delivering on promises strengthens this trust, ensuring client retention.

3. Form Partnerships and Collaborations

The modern business environment thrives on connection, especially in industries such as accounting where expertise and trust play essential roles. Establishing partnerships and collaborations can be a strategic approach for accounting firms seeking to enhance their client base.

• Benefits of collaborations with other companies: Collaborative endeavors allow firms to tap into the existing clientele and reputation of their partners. For instance, an accounting firm collaborating with a tax software company can offer its clients advanced software solutions while the software company can recommend the accounting firm to its user base. Such mutual exchanges amplify the potential client pool for both parties and enhance the services available to clients.
• LinkedIn and Facebook: Social media platforms have evolved beyond networking and entertainment. LinkedIn, a professional networking site, is a prime platform for B2B collaborations. By engaging with industry leaders, participating in relevant group discussions, and sharing mutual success stories, accounting firms can spotlight their partnerships. Similarly, Facebook's vast user base offers firms an opportunity to showcase collaborative events, webinars, or articles, reaching a broader target audience and more potential clients.
• Comprehensive solutions through partnerships: In today's fast-paced world, clients often seek a one-stop solution for their business needs. By forming partnerships, accounting firms can provide a holistic suite of services, from financial planning to tax optimization, using the expertise of each partner. This not only increases efficiency but also significantly enhances client satisfaction, as they receive comprehensive, integrated solutions.

4. Offer Niche Accounting Services

In a competitive accounting market, carving out a niche can position your firm ahead of the competition. Specializing in a particular area of accounting can showcase your deep expertise and help attract clients specifically searching for those services.

One potential avenue is forensic accounting, which can aid businesses in fraud detection and prevention. Another lucrative niche is international tax planning. With more businesses conducting international trade through ecommerce, more potential clients are seeking experts who understand the intricacies of international transactions and tax implications.

For firms keen on serving the community, focusing on non-profit accounting can be a fulfilling and useful path. This specialization demands an understanding of specific regulations and financial practices tied to charitable organizations.

When you cater to a niche, your firm becomes a go-to destination for that specific service. It aids in building a pronounced brand identity, streamlines marketing efforts, and often results in higher client retention due to the specialized nature of the service offered. The key is to identify an area that aligns with your firm’s strengths and passion, then commit to being the best in that domain.

FileInvite: Technology to Streamline and Grow Your Accounting Business

FileInvite offers a transformative solution for accounting firms looking to acquire new clients more efficiently. This client portal software simplifies and accelerates the document collection process, reducing the time spent on gathering essential files from clients. In fact, with FileInvite, accounting firms can get accounting clients and onboard them up to 30% faster than traditional methods. 

The platform provides tailored document checklists and enables swift review and approval of client submissions. With fillable forms clients can digitally sign, as well as automation for collecting critical forms like W-2s and 1099s, FileInvite radically streamlines new client onboarding, improving the chances of long-term retention by 76%. 

For existing clientele, FileInvite's Bulk Send and Schedule Invite features ensure timely data collection, especially during tax season. Customizable email and SMS reminders help keep clients punctual with their submissions. Additionally, FileInvite prioritizes compliance and security, maintaining a thorough record of client interactions and providing a centralized platform for secure communications. With SOC 2 Type 2 compliance and information security standards clients can trust, FileInvite is an invaluable tool for client acquisition and retention.

Consolidate Questions and Answers in a Single, Secure Portal with FileInvite

Across industries, client expectations from service providers are increasing as businesses compete to deliver more convenient, seamless experiences. In accounting and financial services, onboarding new clients and collecting client financial documentation largely remains a tedious, protracted process conducted over lengthy email threads. FileInvite’s secure client document portal eliminates this hassle — along with the risk of email-based data breaches — allowing clients to upload documents directly to secure storage and creating real-time process transparency.

To learn more and request a demo, visit FileInvite today.

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