Do your clients consider your services ‘relevant’ to their business?
By Scott Wallingford, Vice President and Business Unit Head for LexisNexis Software Solutions, including LexisNexis InterAction.
Professional services CRM needs go much further than just contact management. With a business model based on service delivery, it’s not just who you know that matters; as found by the Hinge Research Institute’s findings that suggest that the number of referrals as a source of new business opportunities is on a downwards trajectory.
In this Accountancy Today article Scott Wallingford discusses as we see the behaviour of buyers of accounting and professional services change, relationship intelligence - insights that help nurture new and existing relationships - and the value CRM brings to a firm are key to ongoing success.