I'm considering shifting my practice to focus more on volume with smaller accounts rather than chasing the big industrial clients. Thinking $1,800-$4,000/month range, maybe 20-30 accounts per year instead of 8-10 large ones. Anyone else gone this route? How's it working out?
Volume strategy for small accounts
I made that shift about 3 years ago and honestly love it. Less stress, more predictable workflow, and the clients are generally easier to work with. My average recovery per account is smaller but my hit rate is much higher - probably 70% vs 40% on large accounts.
That's encouraging Marilyn! What's your typical recovery range on those smaller accounts? I'm trying to model out the economics to see if it makes sense.
I'd say $2,500 to $8,500 recoveries are typical, with the sweet spot around $4,500. Not huge money individually but it adds up. Plus the repeat business and referrals from satisfied small business owners has been great for steady growth.