What really grows a bookkeeping business?
Not a fancy website.
Not paid ads.
Not the perfect logo.
According to Omar Visram, co-founder of Enkle, it’s relationships—built one coffee at a time
After eight years at KPMG, Omar walked away from what many would call a dream job to start his own firm. The early days were simple: one office, big ambition, and a commitment to getting out and talking to people. Within a few months, he hired his first team member. From there, the firm scaled quickly to more than 15 employees.
What made the difference?
First, he embraced sales—but not in the traditional sense. For Omar, sales means helping business owners gain financial clarity. Instead of “pitching” bookkeeping, he focused on becoming the person business owners could call when facing decisions with financial implications. That mindset shift—from selling services to delivering clarity—changes everything.
Second, he didn’t wait until he felt ready to hire. He made the leap when his pipeline showed strong potential. If even half the prospects closed, he knew he’d be overwhelmed. Hiring early allowed him to keep growing instead of capping his capacity.
It was uncomfortable, but necessary.
Growth, of course, brought challenges. Process was one of them. In the beginning, it’s easy to adapt to every client’s unique way of doing things. But that doesn’t scale. Once you reach a handful of clients, consistency becomes critical. Standardized processes protect quality, reduce stress, and make training possible.
Still, the most powerful part of Omar’s strategy was surprisingly simple: coffee meetings.
Former colleagues. Referral partners. Local business owners. Anyone worth knowing. He didn’t walk in with a hard pitch. He listened. He reconnected. He shared what he was building and made it clear how he helps.
Many meetings didn’t turn into clients right away. Some took months—or years. But people remembered. And when the need arose, they knew who to call.
While others obsess over SEO and marketing funnels, Omar focused on relationships. Even his website took a back seat in the early stages because it wasn’t the driver of growth.
Conversations were.
The takeaway for bookkeepers is clear: growth doesn’t require complexity. It requires courage. The courage to leave comfort. The courage to hire before you feel fully ready. The courage to ask someone for coffee.
If you want more clients, more impact, and more momentum in your firm, start with a conversation. One meeting today can become a referral six months from now.
Sometimes, the fastest way to grow is to slow down, sit across the table from someone, and talk.
For more great content, check out The Successful Bookkeeper Podcast!
