In a recent conference discussion with one of the top people at CCH, he suggested an accountancy firm’s practice management process can help win new clients and generate cross-sales too!
He did suggest this would only happen after your practice management process/system delivered on two fundamental issues:
1. Job/file efficiency
2. Speed of job/file completion
These two fundamentals then mean you can use your practice management process/system to:
3. Improve client relationships
It is the improvements in client relationships that help deliver greater referrals resulting in new client fees and help you cross-sell additional services to your existing clients.
This discussion made me curious, so:
In what ways has your practice management system helped you cross-sell or win new clients?
How well does your practice management system help you improve job efficiency, speed of job completion and/or client relationships?
Creator of ‘Business Bitesize’ – cultivating a greater flow of new clients for your accountancy firm through profitable word-of-mouth –http://www.businessbitesize.com/
Author of ‘Bamboo Marketing For Accountants’ – the route map to marketing success for accountants in practice – http://www.bamboomarketingforaccountants.com/
And let’s get LinkedIn http://www.linkedin.com/in/paulshrimpling