Account management is a classic example of this. A partner might own a client relationship, worked with the client for years and have a sound understanding of their business. Nothing can replace that rapport. But what if the practice – as a whole – also had a role in supporting that client relationship? A more objective take might shine a light on opportunities for clients to buy more services. Or it might flag up risks. Technology can play a key role in identifying those and driving the right decisions.
Take CRM. Many accountancy practices – like yours – might think CRM is a step into the unknown, a technological advancement too far. But you would be surprised. Having a cross-practice platform, that logs and analyses client data, the services clients buy and all the communication between the firm and clients, you can begin to unearth some real gems of insights into client behaviour. Some positive, some negative, but all can have a material impact on your revenue stream.
There is no panacea when it comes to accountancy practice evolution. But using the right technologies to help you work smarter is a big step in the right direction. To learn more about how CRM can help you with cross-selling and up-selling opportunities and risk mitigation, read our white paper A Practical Guide to Cross-Selling and Up-selling.