Practical examples of how UK practitioners are serving their clients more proactively and, as a result, earning bigger profits.
How a small practice has increased its annual growth rate from 7% to 21% and 28% in the last two years
Nick Matthews runs the Ashford office of Kent based Calcutt Matthews. Started in 1999, the office now has a team of 6 people and c 250 clients. Excluding the first couple of years when high percentage growth rates were almost inevitable, the annual growth rate had never been more than 7%. But two years ago it jumped to 21%, and last year rose further to 28% despite the economy being in the jaws of the worst recession for 60 years. So on 4 March 2010 I interviewed Nick to find out how he had achieved it, and he has confirmed that this case study is an accurate telling of his story.
Nick started off by saying:
“While the number of clients has increased, it is the improvement in the quality of the client base that has been most pleasing. For example, in the last 6 weeks alone we have picked up four new clients all in the £7-8,000 annual recurring fee range, and they aren’t even included in our 28% growth for last year. So compared to the past we are massively overachieving, and I personally have never been happier.”
I think this is the most useful case study I have ever written up….
But it is also the most frustrating, since I have spent an age trying to upload the full and very detailed 5 page case study to this blog, but I just don’t seem to be able to make it happen using either Internet Explorer or Chrome (both are causing it to lose all its formatting and so, in effect, are rendering it unreadable)
So, until I can find a better way, please email me on firstname.lastname@example.org and I will email you back a properly formatted and fully readable Word file.
Thanks for your patience