Think You Know Your Ideal Client?
most businesses get it wrong

Imagine this.

You’ve built your accountancy firm with care. You’ve got a good team, a few solid clients, and a steady trickle of leads. But despite all the effort, growth feels… slow.

You’re busy, yes. But the work doesn’t feel rewarding. Clients haggle over fees, resist added services, and rarely stick around long enough to build real momentum.

And somewhere deep down, you know this isn’t sustainable.

Here’s the tough truth: most firms think they know who their ideal client is — but they’re way off the mark.

The Real Cost of Casting Too Wide

Let’s be honest. Most accountancy firms start with good intentions: serve as many people as possible and trust the right clients will appear.

You might hear yourself saying:

• “We work with small businesses.”
• “Anyone who needs bookkeeping or tax help.”
• “Startups, tradespeople, e-commerce… we’ve got something for everyone.”

But here’s the problem: when you try to be everything to everyone, you end up being nothing special to anyone.

The result? Low-value clients. Constant churn. No clear niche. And a brand that blends into the background.

Why Defining Your Ideal Client Changes Everything

Here’s what the most successful firms do differently: they specialise.

They know exactly who they serve best. Not in broad strokes, but in fine detail. They’ve done the research. They’ve listened to their clients. They understand their challenges, their goals, even their language.

And because of that, they don’t just market services — they market solutions that feel personal.

According to Marketing Sherpa, businesses that create well-defined buyer personas see a 171% increase in marketing-generated revenue compared to those that don’t.¹ That’s not a small edge — that’s a competitive advantage.

Market Research Isn’t Optional — It’s Essential

Let’s be clear: market research doesn’t have to mean hiring a big agency or running focus groups. It starts with talking to your best clients — and truly listening.

Ask them:

• What were you struggling with before we worked together?
• What made you choose us?
• What do you value most about our service?

Then, look for patterns. Are they all in a particular industry? Size? Growth stage? Do they share the same mindset?

When you get this right, you unlock:

• More loyalty
• Higher fees
• Better referrals
• Less wasted time on misaligned prospects

Suddenly, you’re not chasing clients. You’re attracting the right ones.

From Generalist to Trusted Expert

At DVANA, we’ve worked with firms stuck in the generalist trap — juggling too many types of clients, doing just enough to keep things going, but never quite breaking through.

One firm we supported was managing over 50 small clients — none particularly profitable, and many demanding. Within six months of redefining their niche and tailoring their offer to the wellness industry, they halved their client list, increased average client value by 40%, and finally had breathing room to scale.

It didn’t start with fancy marketing.

It started with clarity. With a decision to stop trying to serve everyone — and start serving the right people better.

Your First Steps to a Stronger, Smarter Client Base

If you’re ready to move from broad and busy to focused and flourishing, start here:

• Identify your 3 best clients — the ones you enjoy, who pay well, and who stay.
• Interview or survey them — uncover what makes them tick and what drew them to you.
• Find common traits — industry, personality, problems, goals.
• Craft a clear profile — then start tailoring your marketing directly to people like them.

It’s not about limiting your growth. It’s about unlocking it.

Full Circle

Let’s go back to that accountant we talked about earlier — working hard but always feeling like growth was just out of reach.

Now imagine that same firm, but with a niche they love, clients who value their expertise, and a waiting list of businesses eager to work with them. They’re not just keeping up — they’re thriving.

They’re finally working with people they love helping. Their clients respect their time. They’re not just accountants anymore — they’re trusted advisers in their field.

And the best part?

They’re excited about their business again.

Ready to Attract the Right Clients?

Stop blending in. Start becoming the go-to expert your best clients are searching for.

👉 Book a free call with DVANA today — and let’s make your niche your new growth engine.

DVANA – Cultivate. Accelerate. Dominate.

Want to attract clients who value your expertise — and are happy to pay for it? Let’s talk.