Virtual Campfire: Cross-Selling Strategies

When:  May 19, 2021 from 2:00 PM to 2:45 PM (ET)
One of the most effective ways to grow your firm is by expanding your services with current clients. We know the cost of upselling or cross-selling an existing client is much lower than acquiring net new business, often with a shorter sales cycle. That said, how do you initiate an opportunity, create programs to do this consistently, or monitor the services a client is using vs. which they may need? How much depends on service professionals, and how much on marketing?

About Kelly

KellyODonnell_001_pp.jpgKelly O’Donnell has 21 years of marketing, communications and business development management experience in the professional and financial services sector, among others.  She provides middle-market firms with outsourced senior marketing leadership, helping to first create a strategically-driven marketing communications plan which reflects the promise of the brand and the needs of its constituents, and then to execute the plan and drive growth in alignment with management goals.  She is also a skilled writer, having created effective marketing content for a variety of pitch books, corporate blogs, and websites. She understands the importance of an integrated approach for organizations with limited budgets who want to maximize exposure and reach, as well as the underlying mechanics of ROI measurement.  

Before launching her own consultancy, O’Donnell was director of marketing and communications for a $450 million venture capital firm.  While there, she guided brand strategy and communications efforts, in addition to day-to-day marketing and public relations tasks.  She also provided marketing counsel to growth companies considering new product launches, market expansions and brand extensions.  

O’Donnell holds a master's of science degree in integrated marketing communications from Northwestern University and a bachelor of science degree in marketing from Michigan State University.  She is a long-time member of the Association for Accounting Marketing, the International Association of Business Communicators and Public Relations Society of America, and a founding member of the National Venture Capital Association’s Strategic Communicators Group.  As an elected official in the City of Plymouth, O'Donnell was named a 2021 Fellow of the Michigan Political Leadership Program at Michigan State University.

About Jon

Jon Hubbard, Shareholder & Consultant at Boomer Consulting helps accounting firm leaders find success in the areas of leadership, talent and growth. Jon is a facilitator for the Boomer P3 Leadership Academy, Boomer Talent Circle, Boomer Marketing & BD Circle, and the Boomer NextGen Leader Circle. He also guides firms to grow and be more effective in the areas of client service, marketing and business development.   

Jon speaks at various industry conferences, user conferences, state societies, and associations. He is a Storybrand Certified Guide and Certified Kolbe Consultant. 


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