Leading firms move from fishing to targeted.
By Eric Eager
10X Advisory
Most CPA firms trying to grow advisory services fall into the same trap: they go fishing.
They cast a wide net – checking in with clients, holding open-ended discovery meetings and hoping something useful comes up. This manual, relationship-driven approach can work, but it’s painfully slow, hard to scale and hit-or-miss in identifying who actually needs help now.
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The intent is good. But in a world moving faster than ever, it’s no longer enough to wait for clients to reveal their needs. The firms that are winning aren’t just listening better – they’re looking smarter.
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