A baker’s dozen of questions to ask.
By Hitendra Patil
Client Accounting Services: The Definitive Success Guide
Will your existing clients or prospects buy higher-priced and more services from you? If you ask them to, will they feel put off? If you do not ask, will you leave real money on the table? If you do not tell them about more services your firm is capable of providing, will they switch to another accounting firm simply because they were not aware of your other services?
MORE: CAS Is a Value Pitch | Convince Your Firm of CAS Value | Ten Ways to Tell a Client Is Ready for CAS | Launch CAS in Just Eight Steps | Who Is the Professional?
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Pitching relevant services to clients and prospects is nearly a fine art. It is fraught with the risk of coming across as is you have only your own interest in mind. At the same time, clients and prospects may not even know that you offer such services or that they need those services. You can lose such opportunities even before you explore those with your clients/prospects.
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