By Rob Nixon
We are moving away from the time-selling business and into the productized IP business. The first step is to work out what you know and the second step is work out what the package looks like.
MORE ON STRATEGY: Turn Your Knowledge Into Products | How to Deliver Wow! Every Day | Communicate Until It Hurts | Why a Virtual Team Makes Sense | 14 Ways to Leverage Client Data for New Billings | What It Means to Be a Real-Time Accountant | 12 Predictions on the Future of Accounting | Will the Internet Replace CPAs?
Exclusively for PRO Members. Log in here or upgrade to PRO today.
Most accountants I meet believe that there are opportunities for additional business in their current client base. However, they don’t seem that active in discovering the opportunities nor promoting the services. I think it is a BIG disservice to the client if you do not promote new ideas and new services.