Client Assessment [free template]
I’ve been thinking about my client roster and sales pipeline alot the past few weeks.
After my February client meetings, it became abundantly clear how much direct effect my clients’ clients (yes, I wrote that right) have from current external forces, particularly political policy, reduced government funding, and changing regulations like energy policy.
I honestly didn’t intentionally sub-niche into this space, but when I take a step back, I can now see that a number of my clients have a risk exposure here. Which means, I, in turn, have an indirect risk exposure to my own business.
(If you’re reading this with sub context that you shouldn’t niche, it’s not there. I still think you should niche. This is also an opportunity to step in as an expert dealing with an external force for my clients. And to be fair to myself, my clients are spread across industries. This is just a funny time in history.)
Nonetheless, many of my clients have used the phrase "waiting to see what happens”. So as we’re “waiting to see what happens”, I stop to consider what my client roster and firm could look like in 2026. (Fun fact: I don’t like surprise parties)
Yesterday, as I was waiting for my pączki* dough to rise at 5am, I took some time to reflect on my current client roster, my 3-month confidence level in their business, my 12-month confidence level, and any going concerns I have for their business.
It looked like something like this:
When you only have 10-11 clients, the margin for error is big. Losing just 1 of my “whale clients” would be a 25%+ hit to monthly revenue.
In that regard, the list above made me a little uncomfortable, if I’m being honest. It made me think I need to grease my sales pipeline looking to 2026 in case of client loss.
So I extended the thought project to remind myself how I’ve succeeded in getting these clients to begin with.
It was a clear reminder of what’s worked for me in the past in getting clients I really enjoy working with.
👇
This email isn’t about telling you how to market.
This email is about going through an exercise that made it very clear what I need to focus on in the coming months for the health of my firm and cash flow.
It’s really hard to not see truth when it’s staring at you in the face.
(By the way, this is why providing monthly financial reporting to our clients is so motivating! It’s staring them in the face.)
Want the template for this exercise?
Grab the template here. (now available in Aligned Accountants)
Now go forth and be honest with yourself.
Cheers,
Erica