5 questions to ask if you want to grow your practice

Growing your practice is an ongoing process, and it’s always worth taking the time to check in on your progress. Are you on track to meet your goals, or is there still some way to go?

Whatever your answer, asking the right questions can help you identify opportunities to move your practice forward. Here are five questions to consider if you’re looking to take the next step. 

Question 1: Do you know your ideal client?

Being clear on the type of client you want to attract is essential for practice growth. Knowing your ideal client gives you a stronger basis for making decisions about your practice. It can shape everything from the services you offer to the way you position and market them.

Unsure who your ideal client is? Think about the types of clients you’re best equipped to help, which industries you have the most experience in, and who you most enjoy working with. 

You might decide to focus on a particular niche, such as service businesses, traditional trades or landlords. Alternatively, your ideal client might be defined by factors such as business size, stage of growth or the type of support they need.

Whatever you decide, make sure you understand who your ideal client is, what their specific needs and challenges are and why your practice is particularly well placed to help.

Question 2: Can prospective clients find you online? 

Having a strong online presence makes it easier for prospective clients to find your practice and feel confident about what you offer. Depending on your ideal client and plans for growth, building your online presence might include:

• Launching or updating a website for your bookkeeping practice
• Creating a solid Google Business Profile
• Establishing a dedicated account for your practice on a relevant social media platform (e.g. LinkedIn or Instagram)

You’ll find plenty of advice for strengthening your practice’s online presence in our digital marketing guide for practices.

Question 3: Are you using the right channels to reach your ideal clients? 

Growing your practice means thinking carefully about where and how to find more clients. Focus your time on the channels your ideal clients are most likely to use, rather than spreading your efforts too widely.

Your “marketing mix” should also include channels that let you share your expertise with clients and prospects at scale, such as a regular email newsletter, webinars or recorded videos.

The right blend will depend on your audience, so be selective and concentrate on the channels most likely to help you stay visible and useful to your ideal clients.

Question 4: Do you know what your competitors are doing? 

While your main focus should, of course, be on your own practice, reviewing your competitors’ activity from time to time can help you spot opportunities to sharpen your positioning and improve your marketing. 

This doesn’t need to be a deep dive. Focusing on the following key areas will help you keep the exercise both brief and strategic: 

• How your competitors present themselves
• Which services they’re promoting at the moment 
• What they appear to be doing particularly well
• Where they may be falling short

Avoid getting lost in the details or feeling tempted to replicate another practice’s approach. The aim is to identify ideas and tactics you might be able to adapt in a way that suits your own practice.

You’ll find more helpful advice in our small business guide on running a competitor analysis. 

Question 5: Are you building a strong in-person network? 

There’s still real value in meeting people face to face. It can complement your online efforts while helping to generate referrals, introductions and new opportunities. 

Unsure where to start? Look for relevant local events where you can meet industry peers and prospective clients: Chamber of Commerce meetings, networking groups and conferences can all be great options.

If you’re talking to local clients or prospects, consider meeting them in person once in a while, rather than keeping every interaction online. A little face-to-face contact can go a long way when it comes to building rapport with clients and strengthening your relationships over time.

Feeling motivated to find more clients and boost your practice growth before the end of the year? Download our Practice Growth Audit for even more ideas and inspiration.