Tips for a Successful RCIC Practice Series
Contributions by RCICs Esha Sharma, Maria Shtemberg and Pedro Zhao
Staying abreast of immigration policies and programs and demonstrating empathy when advising your clients are key to a successful practice. However, other aspects of your business practice are as vital, whether you are a sole practitioner, run a business with the help of 1 or 2 employees or own a bigger firm.
Marketing and Sales
There is no consulting practice without clients to consult. Pedro Zhao, an RCIC who has been building their practice since 2021 suggests “creating your own brand by making something unique about your business, perhaps relating it to your previous work experience and doing something to make them remember your service”.
Esha Sharma, an experienced RCIC and instructor with the College, plans yearly targets, breaks them down to quarterly targets, reviews sales monthly, and re-strategizes as necessary. Esha recommends being agile and ready to apply change as needed. Adaptability means customizing your marketing strategies to your target market’s changing expectations on types of services, costs, payment structures, business culture, and means of communication.
Client Management
Client management is about honesty, transparency, and effective communication. When clients’ expectations are managed and communication is consistent and efficient, the outcome of the application alone will not alter your relationship. Pedro knows that client relationships are key to the success of one’s business as many clients come through referrals. When assessing a client, you should fully understand your clients’ immigration goals and make a plan to help achieve them. The client relationship is also facilitated by good communications and to that end, Esha recommends clarifying with clients their preferred times (accounting for time differences) and means of communication (e.g., phone, email, WhatsApp).
Client File Management, Accounting, and Finances
Proper documentation and financial records protect all parties from misunderstandings, helps manage expectations, keeps you compliant with your professional obligations, and supports you through legal action or regulatory complaints made against you. Pedro informs clients on the specifics of what they are paying for and strives to provide value to their client, regardless of the price they paid, thus helping deliver a consistent service standard to clients.
To manage files, Esha recommends a good customer relationship management (CRM) software. As this can be a costly purchase, you should research the various options and their costs, factor in the number of clients you have, how the CRM will improve your client management and business needs, and the return on investment of each of these options. Finally, even if you have an accountant to handle your books, you should have at least a functional knowledge of accounting practices.
An RCIC who can successfully incorporate these aspects into their practice, improves their chances of flourishing in their career and having their clients feeling satisfied with how their immigration needs were managed.