For a smaller firm or a starting practice, there are several choices to be made, some of which will directly influence your future income and viability. Learn what to look for in marketing systems offered to Accounting firms to evaluate...

Competition for accounting clients is LOCAL

Our mission is to help you to take ownership of YOUR local market of accounting services

HDK Consultants USA Inc.


Quality-Assured Accountancy Client-Acquisition Service with exclusive territory - find out if your area is available

HDK Accounting Firm Referral Programme

Commission a unique, content-rich web site with search engine optimization for your accounting firm

Tailored In-House Theme Seminars for your accounting Firm

Subscribe to
Accountancy Marketing Newsletter

Smaller or starting Accounting firms: How to increase your viability over the make-or-break point?

Smaller Accounting firm: Waiting for a magic opportunity?For a smaller Accounting firm or a sole practitioner just starting his/her own practice, choice of marketing systems and methods is perhaps even more important than to a well-established firm.

Due to (as yet) low income, your resources are very limited and you simply cannot AFFORD to invest into a marketing system that then doesn't have what it takes to bring new clients.

You have only a few clients and, while you get a few more every year, it seems to be impossible to SPEED UP that increase, try as you might.

Yet, speed it up you must, for else it can take years to reach a level of income that can sustain your firm comfortably.

It's a bit of a paradox:

You can't afford to market your services... but you can't really afford NOT to, either.

So, let's look at how to BALANCE the marketing & expansion strategy for a smaller Accounting firm so it meets both the low-cost / low-risk and the results-producing criteria we set for it.


Point 1: Invest in an applicable, proven system — buy knowledge, not a service

Steer clear of marketing SERVICES as those are always very costly due to the time and expertise required of the person performing the task. Never use an ad agency to create your marketing approaches for they're not MARKETING experts but masters of visual design.

You're forced to choose and, given the choice, choose RESULTS in form of new clients over mere visual splendour. Invest your money into something that CAN PRODUCE DIRECT RESULTS.

Buy knowledge. Buy experience in form of knowledge. The best way to ensure that you GET that is to evaluate the offered solutions from this viewpoint:

Has it been USED by other practitioners successfully?

If yes, then it will have TOOLS to offer. With "tools" I mean ready-to-use direct mailing letters, interviews, forms... things you can start USING NOW with little or no learning.

This is a vital point. Most marketing systems are not based on researched wishes of the target audience but, rather, on what practitioners HOPE TO ACHIEVE.

These are two very different things as you can see. If you want to impress your target audience (as opposed to impressing yourself) then you must go for a system based on what business owners want... and that's not always the most inviting message FOR YOU, see?

Most systems have never been tested and piloted for an adequate period of time with an adequate number of practices so as to get all the bugs out and ensure they really WORK.

Remember that you're probably a novice in terms of marketing and can therefore be easily impressed by big names and great presentations.

Don't look at WHO offers the system so much as WHAT IT CONTAINS. If the system has ready-to-use tools, it can be used. If it doesn't, then YOU will have to start creating those tools... and that's not what you want to be doing.

You want something that'll give you a way to GET RESULTS DIRECTLY, not an intellectual challenge requiring you to create half of the system, see?


Point 2: In terms of Accounting services, does it offer the CLIENT something he is NOT GETTING PRESENTLY?

You're going to have to tempt businesses to leave their current Accounting firm and sign onto your services instead.

That's the task and it's not something to be taken lightly. It's also the starting point of a competitive practice... something most of your colleagues ignore completely and, consequently, have no way of speeding up the flow of new clients.

By survey, business owners are reluctant to CHANGE Accountants because they expect it to mean a lot of extra work (and, possibly, expense), embarrassment (for terminating the contract with the current Accountant) while they don't see the BENEFIT achieved by exchanging their present Accounting service to what they see as "exactly identical one" of another service provider.

If you're simply "a more friendly and polite Accountant," you're not really providing a sufficiently pressing reason for business owners to go into the trouble of changing Accountants.

The only meaninful and sufficiently abundant source of new clients is "clients of other Accounting firms." By necessity, MOST of your future new clients will HAVE to be "slightly used" — old clients of another colleague — as startups are too few and the fees you get from these too small to keep your practice viable.

Thus, we come to the decisive point of client-acquisition:

If you offer the SAME service as everyone else, how is that going to give these business owners a sufficiently pressing REASON to change Accountants?

In fact, it's likely that you won't get them to even CONSIDER changing Accountants by offering (what they perceive as) "exactly the same service they're already receiving."

Reversely, if you DO offer something that THEY see as positively unique... and if that special basic service is what 85% of business owners most want from their Accountant (but aren't receiving it and think it's not even available anywhere)... then you can see how you WILL provide an ample reason to consider changing Accountants and, eventually, implement the change.

Such a basic service exists and it is the pivotal point of the whole system within Modern Accountancy Marketing & Sales Course.

We call it Monthly Financial Consulting Service. You can, of course, rename it at will — only don't change its contents for it is based exactly on what we've researched and tested to be what business owners WANT (but aren't getting) from their Accountant... and it has proven to be a great success.

This service is very simple to deliver and yet it will impress your (current and future) clients unlike anything you (or they) have ever seen.

Now, we've researched this service and the tools to market, present, sell and deliver it for the past few years. The system was tested and piloted for three years with more than 50 practices until it was functional and produced the expected results in the hands of every Accounting professional.

The other unique thing about this course is that the TOOLS within it are in a ready-to-use format. Sales letters, interviews, presentations... all ready for use, including instructions on how to use them and even troubleshooting tools giving you the combined experiences of years of use by your colleagues.

Thus, the remarkable about it is that you don't have to go deep into the THEORY of marketing.

You can just start using the tools.

The course IS extensive — it'll give you all the tools you'll ever need, no matter how much your firm expands — but you certainly don't have to use every system. Parts 1-6 deal with obtaining NEW clients from the biggest target audience you have... all those businesses in your area currently serviced by other Accountants.

But it ALL hinges on having the special basic service which "replaces" monthly accounts. (It really includes compliance services but that's not what you'll SELL to new clients, see?)

And you need to have the detailed APPROACH for finding prospects for this service and presenting it to potential new clients.

With Monthly Financial Consulting Service and its tested marketing approach, you will soon be able to control expansion. In other words, you can get new clients when you want.

But if you insist on offering the SAME service than what the business owner is already receiving from his CURRENT Accountant, then you're left with no way to tempt him to change... or even CONSIDER changing Accountants.

Can you see how he would have NO meaningful incentive for changing?

Trust me.

You NEED to give a VERY COMPELLING REASON for anyone to even start CONSIDERING a change of Accountants.

By survey we know that business owners are extremely reluctant to change Accountants. The logic of this makes sense if you look at it from their viewpoint.

For the first, most business owners know little or nothing about Accounting services. Thus, they lack the ability to EVALUATE or COMPARE the services of two firms. Consequently, they have no way of determining whether or not the NEW service is any better than the one they're already using.

For all they know it could be WORSE, see?

Secondly, business owners fear that there will be additional costs when changing Accountants. Not only that but the losing Accountant may well make the transition difficult, time-consuming and very expensive.

Thirdly, business owners are embarrassed to terminate their existing contract. After all, they've grown to know the Accountant over the years and now he is more like a friend.

So, what have you to offer to the business owner to make it worth his while to face all these obstacles?

Well, if it's a splendid, new service which gives the business owner significantly MORE than what he is currently receiving... you're in with a good chance.

But if it's just the same service he already gets from his Accountant...

You get the idea.

Thus we see that if you hope to tempt clients away from their current services, the importance of having a high-interest basic service with client-perceived pulling power cannot be overstated.

And that's exactly the idea with Monthly Financial Consulting Service. It is a basic Accounting service created to meet the researched needs and wishes of business owners. This special service is an integral part of Modern Accountancy Marketing & Sales Course.

Tested and piloted in dozens of practices and with hundreds of clients, Monthly Financial Consulting Service has proven to be a service with superior pulling power.


Point 3: Start with a system that can grow with you

Another basic mistake that most small firms make concerns foresight. Trying to get by without spending ANY money OR in an attempt to skimp costs, they choose a partial system based mainly on its low cost.

In itself, price isn't a clear indicator of quality. Many of my clients have wasted tens of thousands in well-advertised systems that never brought a single client. It's quite a blow to pay £15,000 to 25,000 and then not get any tangible results in return.

And I've seen systems costing very little... and giving even less in terms of something functional to build on.

Go for quality, proven functionality and choose the system that covers your future expansion too, not just today's needs.

Mind you, that's not the same thing as "asking colleagues." To get anything with teeth, you cannot go with what everyone knows and accepts. To gain a competitive edge, you must think for yourself and NOT go with what other firms do.

You want to get the advantage and create a positively different image, don't you? So don't go with that which most firms consider "accepted and widely acknowledged"... for that's also yestedays news — lame and ineffective.

Confirm that the system has a proven set of ready to use tools, troubleshooting and more advanced systems based on the SAME basic marketing you're going to start with.

In other words, even if a referral programme or going after bigger outsourcing clients is, at this time, something you cannot think with, make sure that your system INCLUDES those for whatever its cost... for that will make it much easier for you later on.

This is also the principle of Modern Accountancy Marketing & Sales Course. It will be the last marketing course you'll ever need.


Point 4: Ensure that you get the best usage out of your enthusiasm

Starting a practice and for a good while during the first years, you're bestowed with a naturally-occurring enthusiasm and high spirit of entrepreneurship. This enthusiasm is really one of your most useful resources IF you make use of it.

That's why it is so important to get a marketing system that allows you to DO things — effectively start actions whose direct goal is to obtain new clients — instead of having to go to seminars or get into theory. Theory is needed too but the emphasis should be in practical application — in DOING THE THINGS THAT BRING RESULTS.

Given that you SUCCEED in getting new clients with your system, your enthusiasm will grow and expand on part with your income.

Reversely, if you take on a theoretical system which doesn't emphasize the importance of practical action and results, your enthusiasm is at risk.

And enthusiasm is a frail thing that needs to be nurtured. It's much easier to MAINTAIN it than re-vitalise it after a long series of disappointments.

The one thing that keeps enthusiasm alive is success.

Reversely, the one thing that will kill it is failure.

Essentially, Modern Accountancy Marketing & Sales Course gives you the road map to marketing and sales of Accounting services, one you can follow by using the tools and DOING the practical things that bring new clients (at about 22% higher profit, too).

The benefit for a small or starting firm is that you don't have to find things out through trial and error... which will save untold amounts of time and money while also increasing your income all the while you're at it.

With these proven methods and practical ready-to-use tools, you can make the most out of the high enthusiasm and motivation you currently possess for expanding your new firm successfully.

The sooner you achieve results, the better off you'll be for the future.

In the final analysis, you're faced with a make-or-break point while your practice is below or too near the level of viability needed to ensure its survival and continuance. It's nothing to be alarmed about — everyone has to go through it — but, by the same token, the sooner you get over it, the better.

You can go about it two ways.

l The traditional way... is to get new clients by the rate they come naturally as new companies are founded and when established companies occasionally change Accountants. It's going to be slow going and you'll remain below (your set limit) of viability the longest possible time.

For this, you don't need any marketing tools. Just follow the example and advice of your colleagues on the various forums of Accountancy.

l The MODERN way... is to ensure you can affect the outcome, have a unique basic service to offer and effective tools to tempt businesses to find out more about it... and proven presentation systems to bring closure to negotiations.

For this, you need to think for yourself and get a highly competitive basic service and marketing system.

If this alternative is more to your liking, I think you'll see why your Modern Accountancy Marketing & Sales Course could be the best-producing investment you'll ever make for your Accounting firm — apart from your own expertise and power, of course!


Click here to read about Monthly Financial Consulting Service to learn why it practically sells itself...

Click here to read more about ready-to-use tools and why some practitioners RAVE about the results...

Click here to read about Modern Accountancy Marketing & Sales Course and how you can try it at the price of a lunch...


Best wishes,

Harry Kafka
HDK Consultants U.S.A. Inc.
PMB 211, 411 Cleveland Str.
Clearwater, FL 33755, U.S.A.
Phone (727) 474 1206
Calls from outside USA: +1 727 474 1206

Practice Management Articles

- Monthly Financial Consulting Service: Introducing the proven superior BASIC accounting service that will give you a steady flow of new clients: The MFCS practically sells itself!

IF there was a way to ensure that clients understand and use the information they receive from YOUR basic Accounting service... you would have a mile-long queue of business owners outside your door, all begging for you to accept them as new clients!

CLICK HERE to read how to start delivering a basic Accounting service that 85% of business owners consider so valuable that they would immediately start considering a change of Accountants if they thought it was available...

How to ware your Marketing Hat with a creative, results-producing viewpoint?

As the owner of an Accounting firm, you have many separate tasks and hats. In this article, we examine how easily one can think about marketing "wearing the wrong hat"... and how to avoid the inevitable cost...

CLICK HERE to hold onto your Marketing Hat and make life a lot easier!

Why not offer what businesses want MOST?

51% of small businesses turn to their Accountant for advice...but are we WASTING this natural demand by NOT advising SMEs on the most make-sense and NEEDED areas of enterprising... just because they don't know how to ASK FOR IT?

CLICK HERE to see how you can give clients what they want most....

Packaging Accounting services into highly desirable products

What on earth is PACKAGING? Well, it's the first and most important part of marketing... something without which you will have enormous hardships in getting your services sold effectively because you're not utilizing the PULL that's there. If you read nothing else from our web site, PLEASE read this...

CLICK HERE to read how you can package your Accounting service so it has tremendous pull for your main market — so the service will SELL all on its own!

Instead of paying thousands, how about GETTING PAID for marketing your Accounting services?

In your wildest dreams, have you ever imagined that marketing your services could DIRECTLY BRING INCOME instead of costing an arm and leg?

No, you didn't misunderstand and there's no mistake here... and it's not a wild scheme but something a growing number of firms are employing today...

CLICK HERE to read how Accounting publications can start bringing you a direct income AND new clients!

Looking for inexpensive marketing ideas for a small or startup Accounting practice?

A small Accounting firm has some very speficic requisites for any marketing system. Otherwise, you're playing with the very survival of your practice.

There are certain simple basics on how to EVALUATE Accountancy marketing systems on whether these really have what it takes for you to get new clients.

CLICK HERE to learn how to evaluate your needs for an Accounting service marketing system!

Making use of normal people in selling Accounting services... or are you planning to do it yourself forever?

Read this article to find why it's seemingly impossible to get someone to sell your services successfully. Once you KNOW, you can actually DO IT...

CLICK HERE to learn how you can help average people become highly effective sales persons for your Accounting firm!

EXPANSION-MINDED OR NOT? Why not take this tongue-in-cheek test to measure your readiness for expansion...

Expansion doesn't just happen like a lightning out of blue skies. It requires favourable circumstances... Here's a test for you if you have what it takes to BITE bite into this hot chilli pepper...????

CLICK HERE to test how ready your firm is for healthy expansion at this moment!

Ready-to-use tools for finding prospective Accounting clients and to present & sell your services successfully:

What's all the fuss about ready-to-use tools for marketing & selling Accounting services? What's the difference — if these are NOT software solutions then WHAT are they?

CLICK HERE to learn the secret of ready-to-use marketing & sales tools used by the most successful Accounting firms today!

The biggest trap stopping you from obtaining Accounting clients at will...

There's an insidious, invisible TRAP into which we've all fallen. If allowed to remain unnoticed, this trap mechanism will effectively keep any Accounting professional from ever gaining the ability to obtain clients at will.

Knowing the anatomy of this insidious trap (and knowing how to get out of it) is probably the most vital piece of knowledge for unleashing your true potential in acquiring new clients at will.

CLICK HERE to learn the biggest trap stopping accountancy client acquisition... and how to guarantee it won't stop you from obtaining accounting clients at will!

Why you can't find anywhere NEAR as many prospectice clients as you want:


Why does it appear impossible? Why do you get SO FEW referrals and prospects? What's causing this?

Well, chances are you've totally overlooked the biggest source of prospective clients in your area!

CLICK HERE to read an amazing article on different types of prospects and what you need to find and sign these onto your services successfully!

Pricing Accounting services at value... but what's the value to clients?

Pricing your service by hourly rates will always result in lots of upsets and unnecessary explanations.

Why not adopt the principle of charging for availability of advice and at the value your expertise really represents to clients?

How can you CREATE that value in the minds of your current and future clients? Its not all that hard if you know how to do it...

CLICK HERE to see how Accountants have been able to achieve freedom from hourly rates while increasing profit by an avearge 22 percent....


Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do?

Are you LOSING THOUSANDS by assuming business owners think the same way you do about Accounting services? Could it be that their viewpoint is very much different?

One thing is for certain: If you align your marketing message to meet EXACTLY what business owners want from Accounting services, you will start gettin a lot of new clients. Read why most Accounting firms are SO CERTAIN THEY KNOW while they still can't get new clients...

CLICK HERE to read this amazing and life-changing information on how you can start controlling the flow of new Accounting clients!

Accounting service marketing: Getting your message across

Why is it so difficult to get ANY response to marketing letters, ads and sales promotions? What can you do to change it?

CLICK HERE to read how you can get your Accounting service marketing message across and create lots of interest for your services!

Why "hiring a marketing expert" won't cut mustard if you want new clients...

One of the most common misconceptions among mid-sized Accounting firms is to think that all they need for marketing is to hire a marketing expert.

But that's really like solving a transportation problem by hiring a chauffeur and forgetting that he needs a VEHICLE to drive before any results can be hoped to be obtained...

CLICK HERE to read what you need BEFORE hiring a marketing expert for your Accounting firm for RESULTS...

So you're looking for a faster, easier solution to finding new Accounting clients?

Many Accounting professionals in public practice don't really want to get involved in marketing and sales that much. Instead, they're looking for a fast and easy solution to finding new clients.

But BUYER BEWARE... does such a system EXIST at all? Well, many CLAIM that it does but if it sounds too good to be true...

CLICK HERE to read why looking for an easy way of finding Accounting clients can make you vulnerable for untold trouble!

-Vital necessity of troubleshooting-- When choosing a marketing system for your Accounting firm...

Learn the insider secret on how you can instantly spot a functional marketing system and reject untried and unproven systems. The secret lies in whether or not the system has TROUBLESHOOTING TOOLS...

CLICK HERE to read why the inclusion of troubleshooting tools is so vitally important when choosing a marketing system for your Accounting firm!

Risk Management: Controlling the risks in marketing Accounting services

CLICK HERE to read this eye-opener about risks of marketing Accounting services and how to minimise them for yourself!

So you HATE cold calling and don't AT ALL believe in telemarketing?

Then JOIN THE CLUB... you're definitely not alone!

But is telemarketing really a waste of time and money... or is it simply that you need a completely DIFFERENT approach (and system) to get lots pf prospective clients for Accounting services by way of telemarketing?

CLICK HERE to read how altogether 10,000 preselected prospective Accounting clients were obtained by a simple telemarketing speech...

Prospective Accounting clients through direct mailing?

Many Accounting professionals in public practice have tried their hand in creating sales letters. And most of us have had to give up for it's very expensive to find out that the letter doesn't bring results...

To get results, you need to use exactly the right words and concepts in your letter. And while it's not much of a secret, it makes a huge difference in response...

CLICK HERE to read how you can use direct mailing letters to obtain a good number of interested leads!

7 factors governing the success of Accountancy prospecting

CLICK HERE to read a 7-point evaluation on factors influencing how many potential clients you find

You're 98% success... but to get a new client you need a hundred!

CLICK HERE to find those missing 1-2 percent in order to harness your true marketing potential

- FIGHTING BACK: How certain are you that it is impossible to get new clients for your Accounting firm in today's economic situation?

Midst all the bad news, it's easy to forget that an economic slowdown contains both risks and opportunities, just like any other. Doing nothing is the only certain way to ensure that the situation can do maximum damage.

In fact, during recession you can make a HUGE LEAP FORWARD in terms of increasing your clientele and income... simply because most of your competitors do absolutely nothing. All you really need is to have a marketing strategy that aligns with the economic situation.

CLICK HERE to read how to harness recession to get lots of new Accounting clients!

How to SELL without having to use superlatives about yourself?

If only it was easier to sell...

Selling your own ability - yourself, in essence - is often not too pleasant. Using superlatives can be very embarrassing... and one can also argue that such salesman antcis don't go well with the image of an Accounting professional.

It's a paradox - if you tell the client how great you are, he might get turned off... but if you don't, he just won't know.

CLICK HERE to read how you can unleash your true selling power while remaining in your Accountant's role!

New Generation Accounting Service PRESENTATION techniques

The traditional Accounting service presentation has outlived its usefulness. It still works with referrals and some prospects, but if you are serious about getting a lot MORE clients, you'll want this amazing new technique...

CLICK HERE to read more on how to increase sales remarkably with a new Accounting service presentation technique!

Advertising & Marketing of Accounting services - a complete waste of effort and money?

Well, admittedly it often is. Why is it so difficult to get RESULTS from advertising or marketing campaigns? What's the catch?

CLICK HERE to learn why advertising accounting services doesn't work... and how you can change that!

Are you practical or not when it comes to selecting a marketing system for your Accounting firm?

How can you find out beforehand whether or not a marketing system is practical and easy to use? Is it possible to estimate how fast and easy it is to start using the system and actually OBTAIN the expected results... new clients?

CLICK HERE to read how you can evaluate an accountancy marketing system for its practicality and usability before buying it!

Comparing Accountancy marketing systems: The ease of getting started and the degree of support

In selecting a practice management system for your Accounting firm, it is essential to ensure those offering the system have actually used it themselves...

CLICK HERE to evaluate the practical experience behind any Accounting service marketing system.

THE DIFFERENCE between traditional and modern marketing techiniques for Accounting firms

Traditional Accountancy marketing has a lot of good and perfectly applicable parts and practices. But some parts are ineffective by now. Learn how you can get results by using the MODERN marketing tehniques...

CLICK HERE to read an article that will forever change the way you think about marketing Accounting services.

You don't want to increase the NUMBER of Accounting clients but REPLACE a few with BETTER paying & more cooperative ones?

Sometimes the idea of increasing the number of clients isn't appealing for obvious reasons. Not everyone wants to expand through a vast clientele and take on the hassles of employing many people. A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much hassle. The old 80/20 rule (20% of clients cause 80% of the hassle but not of the income) can be beaten but it takes a bit of cunning.

CLICK HERE to read how to start changing the profile of your clientele so that you get more of those profitable and cooperative Accounting clients and can replace the bad ones!

How to sell advanced added-value Accounting services

Many Accounting Professionals have superb additional services to offer to their clients. But why are those added-value Accounting services, special consulting, valuation and other such excellent services so difficult to sell?

There's a very simple and logical reason for it - and once you know what the barrier is, you can effectively open the door to increase the sale of these additional services.

CLICK HERE to read the full article on solving the riddle of getting advanced Accounting services sold.

How to sell Accounting services: Getting your hourly rates accepted by prospective clients

Majority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements.

There is a simple way to help your prospects and clients accept your fees...

CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees.

Do you want to get a lot more REFERRALS for accounting services?

Referrals are the cream of all potential clients for an Accounting firm. They're easy to deal with and you can close almost all of them onto your services.

But why are they so hard to find? And how do you INCREASE the flow of referrals?

CLICK HERE to learn the six factors governing the flow of referrals for Accounting services!

-Accounting Firm Prospecting System Evaluation Points-

Does it have correct Approach in Prospecting for Accounting clients?

Does the prospecting system have a planned and tested route
from contact to sign-on to follow?

Does the prospecting system have ENOUGH of what it takes
to really GET results?

Does the prospecting system include a systematised method
with TOOLS that require no training to use?

Does the prospecting system allow for constant marketing outflow
& sales activity of practical nature?

Does the marketing system include a way to monitor results
and troubleshoot problems?

Does the marketing system put you in control and give full
independence to obtain new Accounting clients wherever you want?

Copyright & Legal Disclaimer | Privacy Statement | About HDK Consultants