How accounting and advisory firms in Spain can win new clients

Most Spanish gestorías and advisory firms grow by referral until they hit a ceiling. Word of mouth brings clients, but not the ones you choose. To grow with the clients you want, you need to go and find them. The same applies to international firms opening a Spanish practice.

1. Specialise

"Tax, accounting and payroll for SMEs" — every firm says it. "Advisory for dental clinics" or "for transport companies" — very few, and they charge more.

2. Choose the size

Band	Need	Typical fee
Sole trader, no staff	Basic tax and accounts	Low
1-9 employees	Tax, accounts and payroll	Medium
10-49 employees	Everything plus consulting	High

3. The review call

"We're doing free reviews for restaurants in the area: social security contributions, tax setup and deductible expenses that often slip through. Would you like us to look at it in half an hour?"

Specific, free and sector-related. The review is your shop window.

4. From review to monthly fee

Note two or three improvements and close with a clear proposal: what's included, monthly price and how switching works (you handle it all). The biggest barrier to changing firm is the hassle.

5. Consistency

Ten calls a week, every week, beats an intense one-month campaign. And always respect a no: it's a small market and reputation is everything.