Eight ways to get more accounting clients

Winning new accounting clients and growing your practice is more challenging than ever. With increased competition and evolving client expectations, accountants must think strategically about how to find and convert leads. Beyond attracting new clients, maximising value from existing ones is equally important.

Here are eight proven strategies to get more accounting clients and build a thriving practice.

1. Define and target your ideal accounting clients

To attract the right accounting clients, you need to define who they are. A niche-focused approach positions your firm as an expert in a particular industry, making it easier to market your services effectively.

• Identify your ideal client profile: Start by assessing your existing clients. Which industries, company sizes, or service needs align best with your expertise? Define key characteristics such as revenue, compliance needs, and growth potential.
• Use client personas: Create detailed profiles that outline common pain points and financial goals, helping you tailor your messaging.

2. Leverage Digital Marketing to Get More Accounting Clients

A strong digital presence is key to attracting new accounting clients. A well-optimised website and an effective online marketing strategy can help your firm stand out.

• Optimise your website for SEO: Ensure your website is search-engine-friendly, following best practice for on and off-page SEO. 
• Create high-value content: Blogs, guides, and case studies help establish your firm as a thought leader and showcase all areas of expertise your business covers to potential and existing clients.
• Leverage social media: Platforms like LinkedIn and Facebook are great for networking and showcasing your expertise. Tailor your posts to the industries and sectors that your potential new clients are in.

3. Build a Strong Referral Network

Word-of-mouth marketing remains one of the most powerful ways to gain new clients. Satisfied clients and strategic partnerships can significantly boost your firm’s credibility.

• Encourage client referrals: Offer incentives to happy clients who refer new business to you.
• Partner with complementary businesses: Collaborate with financial advisors, lawyers, and consultants to create a referral network.
• Host events and webinars: Engaging with business owners through educational sessions can generate new leads.

4. Upsell and Cross-Sell to Existing Clients

Your current clients are an excellent source of new business. By identifying their evolving needs and opportunities that exist for their growth, you can offer additional services that add value and increase revenue.

• Assess client needs: Use data analytics to identify opportunities for additional services.
• Offer advisory services: Communicate consistently with your clients about all the services you do offer. So many clients will look elsewhere for certain services because they 'didn't know you offered that'. Beyond traditional accounting, help clients with tax planning, financial forecasting, and business strategy.
• Use technology to personalise services: Cloud accounting tools can help you track client transactions and identify upsell opportunities.

5. Offer Outsourced Services to Expand Your Firm’s Capabilities

Running an accounting firm comes with plenty of challenges - especially in relation to growing your services without the complexity of hiring more staff. That’s where outsourcing some accountancy services can make a real difference. By working with a trusted provider, you can take on more clients, offer a wider range of services, and stay flexible as your firm evolves.

Offer More Without Expanding Your Team

Many firms hit a ceiling because their in-house team can only do so much. Outsourcing key tasks like bookkeeping, payroll, tax prep, and audit support lets you provide specialist services without the time and cost of recruitment. A provider like Advancetrack integrates with your practice, ensuring expert support when you need it without the hassle of managing extra staff.

Free Up Time for High-Value Work

Routine accounting tasks take up hours that could often be better spent on strategic advisory services. With outsourcing, your team can focus more on financial planning, business advisory, and compliance consulting, offering clients more value while driving firm growth. Industry insights indicate that offshoring and outsourcing can significantly reduce operational costs, helping firms improve profitability​.

Strengthen Client Relationships

Clients want an accounting firm that can handle all their financial needs under one roof. Expanding your service offerings, whether in-house or through an outsourcing partner, helps you build trust and loyalty. Instead of referring clients elsewhere, you can provide everything they need while maintaining service consistency under your brand.

Scale Without Risk

Growth is unpredictable, and hiring staff for short-term demand can be a financial risk. Outsourcing gives you the flexibility to scale up or down as needed so you can take on more clients without the long-term commitment of hiring full-time employees. Spending on outsourced accounting services has risen nearly 40% in recent years, reflecting a major industry shift towards scalable, outsourced solutions​.

The Impact of Outsourcing on Accounting Firms

Firms that integrate outsourcing into their strategy often see:

• New revenue streams from additional services
• Higher client satisfaction thanks to broader expertise
• Greater efficiency, freeing up time for strategic growth

Outsourcing is not just about cost savings. It is about working smarter, growing faster, and staying competitive. If you are looking for ways to expand your firm, outsourcing could be the key to unlocking your next phase of growth. Check out our guide on how to start outsourcing finance functions. 

6. Use Technology to Improve Client Experience and Attract More Accounting Clients

Clients expect seamless, tech-enabled accounting solutions. Implementing the right technology can improve efficiency and client satisfaction.

• Automate repetitive tasks: Use AI and automation for data entry, reconciliation, and report generation.
• Adopt cloud accounting software: Tools like Xero and QuickBooks Online allow for real-time collaboration.
• Enhance client communication: Offer secure client portals for document sharing and updates.

7. Network and Engage in Industry Events

Building relationships through industry networking can be an effective way to find accounting clients.

• Attend business networking events: Join industry conferences, like gbX, local business groups, and online networking platforms.
• Speak at conferences: Establish your expertise by hosting workshops or speaking at accounting and finance events.
• Engage with Local Chambers of Commerce: Many business owners seek accountants through local professional groups.

8. Offer Free Resources and Consultations

Providing value upfront is a great way to attract potential clients and demonstrate your expertise.

• Create lead magnets: Offer free guides, checklists, and webinars in exchange for contact details.
• Host free webinars: Educational sessions on tax strategies or financial planning can bring in new leads.
• Convert free consultations: Use discovery calls to understand client needs and position your services as the best solution.

Growing your accounting firm takes a mix of smart marketing, strong client relationships, and expanding your services. It’s all about being proactive and finding the right strategies to keep things moving forward.

Outsourcing can be a great way to do this, helping you offer high-quality services without the need to hire more staff. Partnering with a team like Advancetrack allows you to offload specialist tasks so you can focus on your clients and the bigger picture.

If you’d like to talk to Advancetrack about driving improvement in your practice, book a call with our team.