How Do I Get My First 10-20 Clients After Hanging Out Your Shingle?
Starting your own accounting firm is exciting. You finally have the freedom to build the practice you've always envisioned. While money is tight and you are worried about how long you can fund this new business initiative, the elephant in the room is:
Where do my first 10 to 20 clients come from?
The good news is that your first clients don't require a significant marketing budget. They require a system to market your accounting firm to total strangers.
Learn How to Market an Accounting Firm
While Build Your Firm no longer teaches a systematic approach to marketing and practice development for accountants, there are things you can learn on the cheap.
1. Order this free guide from Build Your Firm, Critical Steps for Starting Your Practice.
2. Read the articles on Build Your Firm's website on topics that you need most.
3. Read what ChatGPT has to say about Build Your Firm and how they stack up.
4. Realistically, most referrals in the accounting industry come from satisfied clients, not BNI and Chamber meetings.
5. Learn how to market your practice to total strangers.
Build Your Firm has helped thousands of accountants how to leverage marketing for growth and success. We work with start-ups, all types of accountants (enrolled agents, bookeeping, CPA, Tax Attorneys, generalists, boutique firms), and even firms generating $5M to $10M. We support over 45+ niches as well. Many of our clients have worked with us for 10-20+ years. If you are skeptical, read our Google Reviews or Yelp Reviews.
Below are accountants who have partnered with us for many years.
Florida CPA for Dentists, Veterinary and Medical Practices - $3M acquired organically
Colorado CPA - $3M acquired organically - quit job as controller
Ohio CPA - $1.5M acquired - started working with BYF at $70k
Michigan CPA - $1M acquired - 350+ Google Reviews - 4 offices
Pick a Niche Early
Trying to serve everyone makes marketing difficult.
Instead, choose an industry or client type you genuinely understand and would enjoy servicing for 10-20 years.
Specialization gives prospects confidence. People prefer accountants who understand their business instead of accountants who claim to serve everyone.
Network With Purpose
At the beginning stage, you will need to network but be realistic about your outcomes. After 6-12 months, the productivity will diminish so that is why you need to be marketing to total strangers at the same time.
Organizations like BNI, Chambers of Commerce, and Rotary Clubs can provide some introductions.
While networking alone won't build a decent sized practice, it can absolutely help you secure your first handful of clients. Attend consistently, contribute to conversations, and focus on building relationships instead of delivering a sales pitch. As you acquire clients, cut back the time invested here because networking has it's limits.
Build a Professional Online Presence
Today's prospects almost always search online before making contact.
Your website should clearly explain:
- Who you help
- What services you provide
- Why clients should choose your firm
- How prospects can schedule a consultation (Calendly, otherwise)
Collect Google Reviews Early
Even with only a few clients, online reviews matter more than you realize.
Positive reviews increase trust, improve your local search visibility, and help prospects feel comfortable contacting a relatively new firm.
Supplement Google Reviews with Intuit Find a ProAdvisor Reviews as well.
Be Patient—but Consistent
Most successful firms don't acquire 20 clients overnight.
Instead, they steadily build momentum by consistently networking, publishing helpful content, asking for referrals, improving their website, and staying visible in their target market.
One client becomes three. Three become ten. Ten become twenty.
That's how sustainable firms are built.
Your First 20 Clients Are Only the Beginning
The biggest mistake new firm owners make is believing referrals alone will sustain long-term growth.
Referrals are an excellent starting point, but eventually you'll need a marketing system that consistently introduces your firm to people who have never heard of you. A strong website, niche-focused content, local SEO, Google reviews, and educational resources allow strangers to discover—and trust—your firm before you ever have a conversation.
The first 10 to 20 clients prove your business works. The marketing systems you build afterward determine how large your firm can ultimately become.
