I have had a few requests from bookkeepers lately for some strategic alliance ideas.

Book-keepers I meet typically fall into one of two categories. They are constantly wondering where the next client is coming from or they have so much business they can hardly keep up with it all. 

So for all those bookkeepers who are new in business and looking for clients,  AND for 13 different types of businesses that could have alliance strategies with bookkeepers, here's how one book-keeper teamed up with 13 other types of businesses to generate a constant stream of new clients and additional income for ALL of their businesses.  Are you one of them?

 Lets call our book keeper Anna.  (Note that Anna is fictitious but all of the strategies described are real).  Instead of trusting her luck with an ad in the local paper Anna decided to be proactive and connect with other business owners who share her target market.  So here's what she did... 

 It's time to meet Anna's 13 alliance partners.

Direct Referral Alliances

First Anna has three direct referral relationships. An accountant (1), a business coach (2) and a debt collector (3). Each of these businesses is in an ideal position to refer business to Anna as they are all in a position to see the problems that she solves. Anna is also in a position to see when her clients are in need of an accountant, a debt collector or a business coach. A great WIN WIN WIN!

 If each one of those alliances generates just one new client a year? That's three new clients for Anna every year. 
 

Collaborative Alliance

Next Anna teamed up with a mortgage broker (4), a financial planner (5) and a business finance broker (6) and took a stand at an expo for tradies. The theme if the stand?  Getting your finances right.  That one expo generated over 900 leads.  

 Even if Anna is too busy to follow up effectively, a conversion rate of as little as 1% would give her 9 new clients that year. Do you think she might do the expo again another year? 

 

Cross promotion strategy

Anna's next alliance strategy is with a printer (7) a promotional products company (8) and a gift hamper company (9). Each quarter when she does the BAS Returns Anna gives each of her clients a gift voucher courtesy of one or other of these three alliance partners. Great value for the three alliance businesses who all promote Anna's services to their clients in return. 

With a return of just one new client a year from each of these partners that's still three new clients for Anna every year.

Anna also has an alliance with a telephone services supplier (10).  Who better to see the size of the phone bills than the book-keeper. In return the telephone company promotes Anna's services to all of his clients. 

 At least one more client each year for Anna surely?

 Host Beneficiary Strategy

Anna's eleventh alliance is with a marketing consultant (11). The marketing consultant gives Anna a complimentary marketing audit which she gives to each of her new clients as a “Thanks for doing business with me” gift. And of course the marketing consultant makes sure that if any of her clients are in need of a book keeper that she introduces them to Anna. Another client or two for Anna each year ?
 

Barter exchange strategy

 Of course Anna makes sure that she takes great care of all her alliance partners by taking them out to lunch once a year at her favourite restaurant (12). (She does an excellent job of their books at a great price and they take really good care of her and her alliance partner guests)
 

Affiliate Strategy

Anna's final alliance is with Networking World and The SMART Business Networker (13).  This alliance gives Anna a steady stream of new alliance ideas and strategies for herself , her alliance partners AND her clients.  PLUS it provides Anna with a steady stream of affiliate payments that she donates to her favourite charity.   Find out how to have an alliance with Networking World here.

 If you would like The SMART Business Networker to suggest alliance strategies for your business you can register for one of our complimentary monthly Strategic Alliance Success Q & A calls where Brenda will make suggestions and answer questions about how you can implement strategic alliances in your business. 

 Got case studies, ideas or suggestions for other alliance partnerships for book-keepers?  Please share them in the comments section below.

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