{"id":8548,"date":"2010-09-14t09:33:57","date_gmt":"2010-09-14t13:33:57","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=8548"},"modified":"2015-10-23t03:46:57","modified_gmt":"2015-10-23t07:46:57","slug":"are-you-failing-your-clients","status":"publish","type":"post","link":"\/\/www.g005e.com\/2010\/09\/14\/are-you-failing-your-clients\/","title":{"rendered":"five ways to shift from cross-selling to cross-serving your clients"},"content":{"rendered":"
<\/strong>\"tracy<\/strong>
tracy crevar warren, ceo, the crevar group<\/figcaption><\/figure>\n

how to embrace a new advisory role and really deliver value.
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in the new book, “bull\u2019s-eye! the ultimate how-to marketing and sales guide for cpas<\/a>,” business development veteran russ molinar<\/a> discusses a concept he calls “cross-serving.” according to tracy crevar warren<\/a>, writing in the latest aicpa cpa insider<\/a>, cross-serving offers an alternative to cross-selling, while highlighting the importance that the trusted advisory role plays in serving clients.<\/p>\n

she cites the bay street group research showing 63% of clients indicate that proactive advice and consultation is an important criterion in selecting a cpa firm. however, 44% noted problem-solving ability as a top factor.<\/p>\n

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for more on the research findings and how to put them to use in your accounting firm, visit “the seven keys to successful cpa firm management<\/a>” and click on client service+satisfaction<\/a>.<\/strong><\/p>\n<\/blockquote>\n

and then she lays out five steps to shift from cross-selling to cross-serving:\u00a0\u00a0\u00a0 read more →<\/a><\/strong><\/p>\n