Hire First or Get New Clients?

Jun 05, 2023

When it comes to running an accounting firm, one of the critical decisions that business owners often face is whether to hire employees first or focus on acquiring clients. This dilemma holds significant implications for the growth and prosperity of your firm. In this two-part blog series tailored for accounting firms, we will explore the advantages and disadvantages of both approaches and shed light on finding the right balance. In Part 1, we will delve into the importance of acquiring clients and building up capacity to cater to their needs effectively.

In the realm of accounting, having a robust client base is the lifeblood of sustainable growth. However, hiring employees before securing clients can be a risky move. Without a solid client foundation, the financial burden of maintaining a workforce without sufficient work can hinder your firm's progress. It is essential to consider the potential risks and costs associated with this approach.

In the context of an accounting firm, prioritizing client acquisition is paramount to establish a thriving business. By actively seeking out and securing clients, you not only generate revenue but also lay a strong foundation for your firm's success. This approach enables you to gauge the demand for your accounting services and adapt your capacity accordingly.

Just like high-end hotels reserve exclusive rooms and tailored services for their VIP guests, your accounting firm should always have the capacity to cater to your ideal clients. Identify your target audience and understand their unique needs to craft a compelling value proposition. Having a dedicated capacity to serve your best clients ensures that you consistently meet their expectations, provide exceptional service, and foster long-term loyalty. Satisfied clients become advocates for your firm, leading to referrals and continued business growth.

Maintaining some available capacity at all times is crucial for accounting firms to accommodate unforeseen circumstances and seize new opportunities. It allows your firm to scale up quickly when necessary, ensuring that you don't miss out on potential clients or projects due to limited resources. Flexibility and adaptability are key attributes in the dynamic accounting industry, and having a buffer in capacity empowers you to respond promptly to market changes and capitalize on emerging business prospects.

As the owner of an accounting firm, striking the right balance between hiring employees and acquiring clients is vital for long-term success. Part 1 of this blog series emphasized the significance of building up capacity through client acquisition rather than prematurely hiring employees. By prioritizing client acquisition and maintaining available capacity, your accounting firm can grow sustainably, cater to the needs of ideal clients, and seize new opportunities. In Part 2, we will explore the benefits of operational efficiency within the accounting sector. Stay tuned for valuable insights on achieving optimal productivity and success in your accounting firm.