One claim we at TPS can make is that we help clients get focused. That’s what “mother’s little helper” on the box of pasta does also. (Not to be confused with the song with the same title by The Rolling Stones.)
One serving of pasta? Grab a handful of spaghetti, stand it in the smallest circle, and you’re good to go. It focuses you. Three for supper? Use the largest circle. etcetera.
And this applies to clients, how?
Glad you asked. In this case the client was a CPA with considerable corporate experience, which he left to set up his own shop.
The problem was he and his assistant were wasting time and (non-billable) energy educating prospects. We decided it was time to talk about segregating his prospects, like the circles on the box of pasta. Here’s how:
- A small company had been in business less than five years.
- A medium company had been in business for ten years.
- A large company had been in business for more than ten years.
Then we asked the client to identify the four accounting procedures necessary for each size company. So a small company needed:
- Form of organization (Partnership, LLC, etc.)
- Funding sources
- Business & marketing plans
- Proper accounting procedures
We then could revise his website and his in-house procedures to help prospects self-identify their position on a development timeline. When they went to the CPA’s web site, they would select their company’s “size” and download a “menu” (Couldn’t resist!) of what they needed to bring to their first meeting. They could also peruse some FAQs about “small” companies. Our process helped both the CPA’s office and his prospects get focused.
Here is a similar menu being used by a Quickbooks Pro in Massachusetts.
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