We had a meeting with a new client, the managing partner of a small accounting firm in a lovely little office park. Great guy, Midwestern charm blended with an authentic, warm personality. It was obvious he cares about his employees, staff and clients. The firm is also growing, something to crow about in this economy. As he talked, I had my ‘marketing tick list’ going  through my head as he ran through every marketing activity he had initiated over the years. 

Brochure. Check.

Website. Check.

Advertisement in charity publication. Check.

Letter head with cool logo. Check.

Awards won. Check.

High quality work product. Check.

So why, he pondered, why was he feeling uneasy that they weren’t seeing a dramatic uptick in new clients? After all, if they’re doing all of this marketing  stuff, shouldn’t they be enjoying the impact to firm’s bottom line?

He had the tools but what he needed was the sharpshooter with the steady hand, the experience, and the ability to focus all of the pieces in order to produce results.

There is no magic bullet.

 As with anything else worth doing in life, it takes work.  Filling your firm’s pipeline requires diligence, a ‘stick with it’ attitude   and clarity about what kinds of client you want in your pipeline.  Just because you do a lot of ‘stuff’ doesn’t mean you will get the clients. 

Realign your strategy to your firm’s strengths.  Check.

Build your referral base. Check.

Enjoy your firm’s success. Check!

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