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you may have to manage them differently.

by sarah johnson dobek
inovautus consulting

as more and more cpa firms venture into consulting services, they will be faced with the question of how they should expand their non-traditional services. some of the more common service areas include technology, wealth management and specialized consulting services for a niche or industry.

more: how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’ | don’t confuse marketing with biz dev | business development and sales aren’t scary
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as firms look to these affiliated service lines and entities to be part of their growth, the move often presents some major challenges. here are a few tips to help avoid or address some of the most common challenges.
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you don’t have to solve the problem, just make the introduction.

by ty hendrickson

cross-selling at accounting and advisory firms. it’s something a lot of firms often talk about but frequently seem to struggle with. but as the profession continues its shift toward advisory services, it’s never been more critical.

more: don’t confuse marketing with biz dev
exclusively for pro members. log in here or 2022世界杯足球排名 today.

there’s so much opportunity to do more for existing clients (and drive revenue higher). yet, many accounting professionals tend to overcomplicate the cross-selling process, which simply begins – and sometimes ends – with having a conversation.
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