11x

12-80

5

How much

more it costs to

bring in a new client

than to keep an

existing one

Percent of a

firm’s new busines

that can come from

sales to existing

customers

The average

number of times

that CPAs meet

with their clients

per year

How long have your “A” clientsbeen with the firm? How much revenue has each generated overthe lifetime of their relationship?

Lifetime Value of a Client

How effective are you in reachingyour target audience? What are thecosts for acquiring new clients and

retaining current clients?

Cost of Client Acquisition

What is this metric for 1-, 3- 5-, and10-year intervals? For your mostlong-term clients, which service offerings are more successful?

Client Retention Rate

The more closely you work with clients, the more attuned you are to their needs. Do your clients haveunmet needs you could serve?

Services Per Client

Ensure you are in constant contactwith top clients and that you areaware of their needs. Look at thismetric by partner and industry.

Client Touches Per Month

A firm truly responsive to clientneeds will consistently respond to clients in a timely manner,

including phone calls and emails.

Client Reponse Time

Is your CPA firm making the most of current clientrelationships and doing all it can to expand into new ones? These metrics can help smaller firms uncover opportunities for growth and improvement.

Top 6 Metrics for CPA Firms

learn more: sageworks.com/cpa

Use these six metrics to help you evaluate your firm’s performance, measure your effectiveness in cross-selling services, engage clients in deeper relationships, and

determine opportunities for added value and firm growth.