For an accounting practice to grow, the client base must also grow. But the expansion of work that this results in can create headaches for those that aren’t prepared. How well equipped is your firm to handle increasing numbers of clients and work?

You can overcome all other barriers standing in your accounting firm’s way, but if you can’t reproduce what makes your firm great as you take on more clients and staff, you will only be able to grow so far.

It is vital that your practice is able to grow smartly—in a way that will minimize the risk of problems arising. You must have the necessary strategies and processes in place that will allow for organic growth.

How does it impact you?

Perhaps ironically, the hundreds of accounting firms from around the world that we surveyed identified the ability to handle growth effectively as the seventh most common practice barrier. Countless accountants spoke of difficulties ensuring the traits that made them successful in the first place, didn’t break as soon as their client base began to expand.

Accounting is a high-touch industry and clients demand a certain level of personal service. With only so many hours in the day, taking on an additional client meeting may mean that another client will be left neglected. Even the time taken for one extra phone call needs to be taken from somewhere (or someone) else.

Every accounting practice that is serious about growth must have an ability to scale.

What can you do about it?

Manage capacity like airliners Few businesses are required to handle more customers than airliners. Think about how they handle their capacity. Customers are sorted into classes— economy, premium economy, business or first class—and a small number of seats are often left vacant for any last-minute emergencies (to which a frequent flyer will always be given priority over a casual customer). You can handle your firm’s capacity in a similar way.

Your best clients can be classed as “A” clients. These are your first-class frequent flyers who you should go out of your way to please—whatever they require, you are there to provide for them. Even if they phone you at the last minute, you alway ensure that you have the necessary space to take them on board.

This thinking can be replicated all the way down to your “D” clients. These are the clients you are happy to have—they might be your most common client type—but they’re also the ones you’d bump down if you run out of space. They’re not the ones that keep you in the air.