What drives an accountant's business? Relationships. Many small- to mid-sized firms started building their businesses mainly by referral and word-of-mouth. One person or business was pleased with the service they received and passed along that information to a colleague, family member or friend, and the business grew.
But accountants, as trusted business advisors, surely know that when small businesses start to grow, more sophisticated tools become necessary. Migration from off-the-shelf accounting software to higher-end modules becomes common, partners or junior staffers are brought on to better handle the increased business, marketing and sales experts may join the firm, an IT staff is hired, and suddenly it's difficult to track those all-important client relationships that first made your business boom.
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