For 2012 I have decided that rather than chasing after new clients I should first concentrate on keeping my existing clients happy, as without them my business simply would not exist.
I keep reading that I should be building my business and raising the profile, but I feel that if I focus all of my attention on acquiring new customers it will mean neglecting the needs of the ones that I have put a huge effort into getting in the first place.
Also client acquisition is a very costly process with the various marketing activities required initially to get a lead, then to hold a meeting (or rather several meetings) and if successful the dreaded sign on paperwork and then the real work begins.
Therefore, my policy first and formost will be to maintain my quality and service levels to all of my existing clients in the hope that I will retain them as clients and in the long term, that they will become loyal customers that will require more services from me as their business grows and will refer new clients to me. As we all know, "Referrals" are the cheapest way to grow our practices.
The next stage is to work out how I am going to cope with all the new work from my happy clients. I know that sub-contracting is an option, but this is a whole new subject for another day.
Happy new year to all my fellow book-keepers and accountants.