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 ...

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 ...

Members pictured from left to right. [Image credit: Photos courtesy of the individual members.] The Fast Company Executive Board is a private, fee-based network of influential leaders, experts, ...

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 ...

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 ...

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 ...

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 ...

Most founders spend all their energy getting new clients. But keeping existing ones happy matters more. Your current customers are worth gold. One loyal client beats ten potential customers every time ...

Financial advisors continue to face challenges in attracting new clients, even as satisfaction levels among existing clients remain high, according to a new report from Cerulli. In its latest US ...

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 ...