Who’s who in your business?

Practice Management

Who’s who in your business?

Driving growth by identifying sources and types of new clients

You may not realize that many of your newly acquired clients come from the same individuals or types of individuals. By taking a look at the people who comprise your book of business – and those who are helping you grow it – you might make some interesting discoveries that can help you identify and target your ideal clients.

Start by examining who your new clients are and who referred them:

  • Print off a list of your newest clients.
  • If you acquired a client through a referral, write down who provided the referral and the type of referral.
  • Identify how you acquired each client.
  • Review your notes and write down any commonalities and observations.

You’ll also want to consider what your new clients and the people who referred them have in common:

  • Occupation – Are your new clients in the same line of work?
  • Social circle – Do your new clients and the people who referred them go fishing or golfing together? Are they neighbors?
  • Connections – Do you get referrals from members of families? From connections at the country club? From the same CPA team?
  • Locations – Do you and your new clients work out at the same gym? See each other at Starbucks? Did you meet on an airplane? Did you meet at a business conference?
  • Common needs – Do your most recently acquired clients have common needs? Did they need to refinance a mortgage? Roll over a 401(k)?

Once you’ve identified who your best new clients and top advocates are, you can start connecting the dots and creating strategies for maximizing those relationships or replicating them.

Start identifying your best new clients and top client advocates with this Client Segmentation Worksheet



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