take the pressure of ‘selling’ out of ‘cross-selling’

two businesswomen sitting at table and talking in office courtyardyou 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
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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.