Ideal Client Profile (ICP)

Definition

A detailed description of the specific type of client a firm wants to serve, defined by factors like revenue size, industry, entity type, and complexity of work. CPAs use an ICP to focus their marketing, pricing, and referral efforts on engagements that are most profitable and aligned with their expertise. Without a clear ICP, firms often attract a mix of clients at different service levels, making it harder to build specialized skills or consistent pricing.