Q&A with Hassan Khan: Navigating the Evolution of Technology, Business Development, and Leadership
Hassan Khan is a Technology Consulting Partner at Grassi, where he leads the Technology Advisory Practice. With over 20 years of experience, he specializes in technology accounting, business process optimization, strategy, risk management, and regulatory compliance. His expertise includes IT transformation, cost reduction, vendor negotiations, and crisis management, as well as developing tailored frameworks for compliance with regulations like GDPR, CCPA, and HIPAA. In this Q&A, Hassan Khan shares insights from his career journey, the evolution of the accounting and technology sectors, and key business development drivers today. He also offers practical advice on continuous learning, building client relationships, and navigating the impact of AI in the fast-paced world of technology.
Q: What initially drew you to the technology sector, and what motivates you to stay in it?
A: I started my career journey undecided, but growing up with an immigrant mindset, I was always focused on finding a stable, long-term career. Initially torn between financial and technical paths, I soon realized my aptitude and interests leaned heavily toward technology. This shift was driven by practicality, but my passion for the field has kept me in it for so long. As an immigrant, I needed a future-proof discipline to ensure consistent employability, and technology provided just that. Its constant evolution guarantees ongoing opportunities. What excites me most about this field is how technology continuously reshapes our lives.
Q: Looking back, would you change anything about your career path? What advice would you give your younger self?
A: I emphasize being mindful of the people you work with and the culture of the organization you join. As advisors and consultants, the clients we serve, the geography we focus on, and the service offerings we specialize in all shape our careers. If all these elements align well, don’t get caught up thinking the grass is greener elsewhere just because of a higher salary. You’re in the right place when you are surrounded by sharp, hardworking, ethical colleagues with the best interests of their team, firm, and clients. And if that’s the case, then double down on your growth. From a technologist’s perspective, become a subject matter expert in at least three or four key disciplines. Technology is vast, so identify trends in your industry, economy, and geography. Develop expertise in those areas and use that knowledge to help those around you.
Q: How has the accounting profession and technology sector evolved since you started your career, and how have you adapted to these changes?
A: The accounting profession remained stable for the first 15 years of my career, with regular updates to standards, tax laws, and consulting areas. However, the past five years, especially post-COVID-19, have brought significant changes, including firm consolidations, evolving service offerings, and increased private equity investment. This trend will likely continue, with further consolidations and shifts in how we serve clients. Adapting to these changes requires maintaining a focus on exceptional client service.
Similarly, the technology sector has seen rapid transformation since my early career. Now, artificial intelligence (AI) is at the forefront.
Q: What are the most significant challenges and opportunities for the technology industry in the next 5 to 10 years?
A: Artificial intelligence presents both challenges and opportunities. The challenge lies in how quickly we can adopt, understand, and implement AI—exceptionally private AI, which is a separate discussion. However, private AI offers significant potential. For example, a manufacturing company producing the same product for 25 years could use private AI to analyze historical data, predict market trends, and optimize inventory and production efficiencies. This is the opportunity to leverage AI to improve decision-making by utilizing internal data.
Q: Tell us a little more about the evolution of AI.
A: AI has existed in various forms for a long time, even if it wasn’t always called AI. At its core, AI gathers and distills information to generate responses. It will reshape the way we think, how we use technology, and what we do with it. In the next few years, there will be an even greater focus on using technology as a strategic enabler—and it should be. AI will change how we do business entirely, and we should be ready for it. How we leverage AI will determine who stays ahead and who falls behind.
Q: How do you stay ahead of industry shifts affecting your clients, and what is your approach to future-proofing?
A: The key is to be in a position where you’re being fed information by experts rather than constantly searching for it yourself. Attending industry-specific forums is also essential—learning from experts nationally and globally. Technology is service-agnostic, geography-agnostic, and industry-agnostic—it’s the foundation of every business in the world. Seek out experts in your field and learn from them continuously.
Additionally, finding a mentor can be invaluable. Even a 30-minute touchpoint once a month can provide incredible guidance. I have a mentor outside my firm who helps steer me in the right direction. We discuss trends and evolving technologies; his insights have been incredibly beneficial.
Q: What are the most critical aspects of business development in your role?
A: Building relationships and providing thought leadership are key to understanding where technology is headed and bringing valuable insights to the market. Networking and business development go hand in hand, requiring both technical strength and a relationship-driven approach. Proper business development comes from delivering relevant insights to clients. Thought leadership and content creation are equally essential—staying visible in the market and showcasing successful case studies help demonstrate expertise and build trust.
Q: You mentioned relationships as a key part of business development. What advice would you give to a junior associate about developing client relationships?
A: Client relationships are straightforward. Get to know the clients. Understand their business needs and who they are and connect personally and professionally. Identify opportunities they haven’t considered and highlight risks they may have overlooked. If you do this, your client relationships will naturally grow, and you’ll become a trusted advisor.
My advice for young professionals looking to build and expand their networks beyond assigned clients is simple: show up. If you’re a technologist, join AI forums, even if it’s an event hosted by another major firm. Learn from experienced professionals and engage with them. Bring valuable insight to discussions rather than just asking for guidance. Building relationships isn’t just about networking—it’s about showing up, being thoughtful, and providing value. Stay technically sharp and keep learning to offer meaningful insights to your clients and the broader market.
Q: What is the most powerful advice you’ve been given throughout your career?
A: Continuous learning and stepping out of my comfort zone have been key to my success. As a technologist, the most valuable advice is constant learning. Technology is always evolving, and I can’t afford to sit back and assume I know everything. I make it a point to take time daily to stay updated on innovations and understand their impact on me, my firm, and my clients.
The most powerful advice I’ve received as a professional is to get out of my comfort zone. Even if I’m shy or not a natural networker, I still need to put myself in situations where I feel challenged. Growth happens when we push ourselves beyond what feels comfortable.
Q: What advice would you give the next generation entering the technology industry, and what’s the one key piece of guidance you’d offer to someone just starting?
A: It comes back to the same advice I was given when starting—continual learning. Stay outside your comfort zone. Don’t become complacent. Learn, learn, and learn. Say yes! Say yes more than you say no. Only say no if a personal conflict requires you to step back. Get up every morning and learn something new. Be a team player. Understand the people you work with. I could go on and on, but if I had to distill it all: Say yes.
Q: What’s key to business development in your role, and what advice would you give a junior associate about building client relationships?
A: Business development builds relationships, provides thought leadership, and offers valuable insights. Networking and technical expertise are crucial, as is staying visible in the market through content creation and showcasing case studies. For client relationships, focus on understanding their needs, connecting personally and professionally, and identifying overlooked opportunities and risks. For junior associates, my advice is simple: show up. Join forums, engage with professionals, and offer valuable insights. Building relationships involves contributing, learning, and staying technically sharp to provide meaningful value.
Q: What do you love most about being a technologist?
A: I love working with diverse clients because each day brings new opportunities and challenges to solve, keeping my work exciting. That constant change makes my role—and this field—so rewarding.
Q: What legacy or impact do you want to be known for in the industry?
A: I want to be the most sought-after technical expert. Not just another technology consultant—someone people look up to and actively seek insights.
If I start a podcast, I want people to subscribe because they gain real value. If I write blogs, I want them to be widely read because they offer meaningful insights. I want to be the go-to person—not just for my colleagues but also for clients and prospects looking for expert guidance in technology.