For many accounting firms today, it’s about survival of the fittest as they are forced to find new ways to build business and grow revenue or face the uncertainty of a merger. To that end, I believe a well-implemented customer relationship management (CRM) system can help pump up those sales and maximize revenue while improving employee productivity

The adoption of CRM in accounting firms is a growing trend that is not to be ignored. A 2010 study by Harris & Associates showed that client retention and cross-selling of services are vital to staying competitive and bringing in new business. And in 2011, Forrester surveyed 556 North American and European companies and found that 50 percent had a CRM solution in place, while another 23 percent had plans to implement one within the next year. This is not to mention that these companies saw results like a 50 percent increase in sales cycle conversions.

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