Referral Networking for Accountants, CPAs and Bookkeepers
Why accountants and bookkeepers are some of the most valuable members of a referral networking group, who refers to them, and how to make a group work for a practice.
Updated Saturday, October 3
Accountants hear about almost every important decision a small business makes: hiring, borrowing, buying property, selling the company, planning for retirement. That puts them at the center of a referral network, giving and receiving.
Why referral groups suit accounting practices
- Trust comes first. Clients hand an accountant their finances; they want a recommendation from someone they know.
- Clients stay for years. One good referral can become a long relationship, often with family and business connections.
- Seasonality evens out. Referrals for bookkeeping, payroll, planning and advisory work arrive all year, not just in tax season.
Who refers clients to accountants
- Financial advisors and insurance agents planning with the same families
- Attorneys handling formations, estates, divorces and sales
- Bankers and lenders who need clean statements before a loan
- Realtors working with investors and people relocating
- Every small business in the room that needs help with its own books
How accountants get the most from a group
- Name your ideal client. "Trades businesses with 5 to 20 employees" gets better referrals than "anyone who needs taxes done".
- Teach the room. Use your speaking slot to explain the signs a business needs you: messy books, a first employee, a new location.
- Give first. You see your clients' needs before anyone else. Pass them to members you trust.
- Follow up fast and let the giver know how it went.
One accountant per chapter
Groups with one member per business category make you the accountant every member recommends. If a chapter's accounting seat is open, that's the moment to visit.
Questions
Is it professional for a CPA to join a referral group?
Many CPAs do. Members introduce people who may need your services; you decide whom to take on, following your profession's rules.
Should a bookkeeper and an accountant both join?
Many groups treat them as separate categories, so both can belong and refer to each other.