6 Partner Accountancy Practice Grows Through Bespoke Lead Generation

By July 4, 2012accountants

Client Profile
An established practice with a turnover of around £7m, who are successfully targeting SMEs and OMBs (with a turnover of approximately £3m) have gained in the region of £1m recurring fees during the last 10 years of working with Chartered Developments.

The Brief
• To gain introductory meetings with senior level executives / owners (typically Finance Director, CFO, MD) to discuss the possible opportunities offered by their tax and general accountancy skills.
• This brief started in 1998 and has moved on tremendously to encompass; sectors, some very individual service lines and clients of specific accountancy practices.

Target Data
South East based companies, with a turnover of between £3m and £100m. This has been split into various groups of targets where specific messages will be more relevant.

The Campaign/s
These are on-going and adapt as new service lines, sectors & partners have been brought on board. The initial approach was led by an experienced tax department, which resulted in cross selling to the various specialisms at the practice (including accountancy and payroll).

The Result
A constant flow of high quality appointments year on year has led to new clients with a total recurring fee of at least £100k each year. The lowest fees are £5k recurring with the highest over £60k.

Why Chartered Developments
“The team at Chartdev are great, two main qualities stand out; they are good at selling and are academic. The academic slant has allowed them to take on some quite complex services/messages resulting in highly qualified leads. Their attention to detail at nurturing prospective clients, has been one of the key reasons why this route to market has proved so successful.

I would suggest to anyone taking on their service to listen to their advice particularly when it comes to grouping data and pipeline management”.

To download a pdf of our case study click the link – 6 Partner Accountancy Practice case study.