Accounting and IT consulting firms tend to have tunnel vision when it comes to mining their existing clients for additional work. Either they don’t think about how to make more money with their ...

The Treasury Department privately encouraged banks to prioritize existing clients when implementing the federal government's Paycheck Protection Program, which provided coronavirus relief to small ...

David Gaffen oversees the stocks team, having joined Reuters in May 2009. He spent four years at the Wall Street Journal, where he was the original writer of the web site's MarketBeat blog. He has ...

Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more. However, a lot of companies don't see ...

Draye has spoken at high level events, such as the Genius Network Annual Event, and taught powerful principles around what he calls, “Tangible Nurture.” According to Draye, tangible nurture makes the ...

Cross-selling is an art, really. Three-in-four sales professionals claim that cross-selling accounts for 30% of their revenue. Accounting firms have untapped potential in their existing client base ...

Reassuring your customer base that you value their business and want them to succeed—whether they’re up or down—is what really matters and builds better partnerships. Members pictured from left to ...

Making the transition to managed services will be a long-term process. Don’t expect your client base to sign up with services immediately. Chances are they are happy and comfortable with the products ...

Working with clients may not always be smooth sailing. The voyage may begin in calm seas, but a squall may disrupt your journey. Being alert and prepared to address unforeseen challenges can represent ...

There is too much focus at the moment on winning new business – investing in a meaningful client relationship system is the key to fighting off the competition, says Julian Summerhayes How many ...