Great client relationships deserve your respect, attention and expertise year-round, our guest columnist writes.

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 ...

I am thinking about going into business with another business that has an existing client base of 250 customers. The potential partner states that this would be part of his investment. He has stated ...

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 ...

The ongoing debate about who owns client relationships has yet to be won. Last week, the comment period closed on a proposed SEC amendment to existing client-privacy rules, which would suggest that, ...

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 ...

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 ...

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 ...