Networking is one of the fastest ways to build your accounting or CPA practice in Pennsylvania. You will want to network with people within your own field, those in business-adjacent fields that would be good sources of referrals, in your niche industries, and in the community from which you draw your ideal clients.
Of course, we encourage you to reach out to other PSTAP members first and foremost. Our members from all across Pennsylvania are a wealth of information, willing to meet, mentor, and partner with other high-quality accounting professionals. If you’re not a member, click here to learn all the benefits, including our exclusive member forum. Attending accounting conferences and events is another way to get to know other people in your field, pick their brains, and offer your expertise.
There are many professional services whose clientele could also be your clientele: lawyers, bankers, insurance agents, and leaders in various industries. Meet high-quality members of these communities by attending events such as lectures or presentations in those fields that might pique your interest. Then mingle after the meeting or find an opportunity to ask questions of the presenters that will open up avenues of communication. Great new partnerships, in which you can send each other referrals, can develop this way.
Let’s not forget the good old-fashioned networking events. Everyone there is looking for the same thing you are–new connections to expand their business. But they are also usually social events, opportunities to get to know other people in the community, make true friendships, and share ideas. Some networking events are very informal, while others are hosted by more structured networking organizations that require members to bring referrals with them to each meeting. You can certainly find a group that fits your style and your business goals.
If you have business clients in a particular industry or you would like to build contacts in an industry, start by following what is going on in that industry and then attend events. For instance, if you have a client who is a dentist and you would like to expand into private medical/dental practices, ask your client which industry websites to follow. Learn more about their needs, and maybe attend an event that focuses on the challenges in private practice. Stay after the event and talk to people, making connections. You also might consider offering a free presentation for dentists and doctors in your community, during which you offer tips to help them with their healthcare-specific financial issues.
Finally, be involved in your community. Find a few activities or groups that you genuinely care about and get involved. People who get to know you may decide to use your professional services or refer you to someone they know. But even if you never get a new client whom you can directly link to your community work, you will be creating invaluable goodwill, and you will be building up the community in which you live and work.
When networking, remember to be genuine. Show interest in what the other person has to say, and be prepared to offer some helpful information. Exchange business cards, and keep a pen handy to write something on the back of the card to remind yourself of the person. Send a follow-up email to a new connection with a “nice to have met you” message, or share that helpful article or website that you mentioned in your conversation. Plan a few minutes each day to reach out to your connections, new and old, and you will maintain real relationships that can reap huge rewards in the future.