Four ways to identify candidates for cross-selling.
By Ed Mendlowitz
The average tax return client thinks of accountants as being mainly involved in taxes. Also, an accounting firm’s largest volume of clients is usually for tax return services. Therefore, a good part of the public image of your firm must come from the tax department.
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The tax department must be involved in:
- strengthening the firm’s brand and name recognition,
- getting publicity and
- introducing tax return clients to additional services.
Unfortunately, many accounting firms provide very little guidance or training in this area.