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Practical Strategies for Growing Your Firm's Revenue

Just as CPAs apply rigorous discipline to deliver quality services, so too can discipline achieve efficient and effective practice growth.

Growing your firm during excellent market conditions is easy compared to today’s tough environment. Investments in growth still need to be made, but how much and what kind? Growth strategies are different in difficult times. However the benefits of efficient and effective growth can be realized in the:

  • Ongoing financial health of the firm
  • Attraction and retention of the best talent
  • Quality of the client base
  • Growth of future leaders
  • Improved service mix and profitability
  • Replicatable processes driving efficient service delivery
  • Infectious "Culture of Success"
  • Increased value of the practice

There’s a business discipline to growing a practice - focusing on short-term tactical opportunities, but keeping the long-term in mind. A disciplined growth implies a smart growth.

Gale Crosley, CPA helps CPA firms implement a high-quality, high-growth environment. She works with managing partners and other firm leaders to implement methodologies designed to generate revenue from every aspect of the practice.

What CPA Firms Need Most

Our clients share with us similar issues related to revenue growth. Most often they relate to inefficient or ineffective growth efforts, marginally effective lead generation, lack of visibility and proper strategies in landing large opportunities, and issues with trying to get a niche firmly established. The following conditions suggest areas where we might be able to assist your firm or organization.

Firm-wide Growth Activities

  • Too much investment, too little return
  • Sporadic, inconsistent, fragmented efforts
  • Difficult to get collaborative efforts going
  • Growth comes from a select few partners
  • Desire to expand rainmaking participation, especially with looming succession issues

Lead Generation

  • Too few leads from your traditional referral sources
  • Don't know alternatives to "cold calling" and direct mail
  • Only a few people produce leads
  • Scant pipeline of leads

Large, Competitive and Strategic Opportunities

  • Not enough large opportunities in the pipeline
  • Not winning enough of them
  • Can't differentiate enough from competition
  • Not attacking them strategically
  • Not collaborative in attempting to win opportunities

Service Lines and Industry Niches

  • Too many or too few
  • No solid mix of traditional and new
  • Offerings not as successful as they can be
  • A niche is in the ditch
Executive Experience

Ms. Crosley brings her clients the benefit of over 35 years of experience.  Her unique mix of strategic and operational roles include positions with Arthur Andersen, PricewaterhouseCoopers and a local Atlanta firm. She combines a CPA background with experience in the fast moving technology sector, including IBM and MCI, and as Executive Vice President of a $250 million consulting firm. Ms. Crosley has managed teams who have brought dozens of new services to market and closed multi-million-dollar opportunities. She is uniquely qualified to guide CPA firms who want to structure their organizations for high revenue growth.

Real-World Solutions

Most importantly, Ms. Crosley gets results for her clients. She not only advises a course of action, but will show you HOW to implement. Her years of operational experience have led to strategy expertise as well as implementation knowledge. Her recommendations are routinely described by clients as practical and implementable.

Crosley+Company is registered with the National Association of State Boards of Accountancy (NASBA), as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org
 Recent News 

Gale Crosley, CPA selected one of the Most Recommended Consultants in the Inside Public Accounting Best of The Best Annual Survey of Firms for six consecutive years, and one of the Top 100 Most Influential People in Accounting by AccountingToday for the last four years. She is also an Editorial Advisor for the Journal of Accountancy.

Crosley's first book:

At the Crossroads: The Remarkable CPA Firm that Nearly Crashed, then Soared

An entertaining parable about a firm growing in revenues and knowledge.

Reviews by:
Bruce Marcus - The Marcus Letter
Rick Telberg - Bay Street Group
Journal of Accountancy

 Testimonials 

"Gale helped us understand the key levers of practice growth. With her input we've been able to fuel a high growth environment."

Mack Lawhon, A Baker Tilly International Firm.


"Gale showed us that taking your accounting firm to the next level involves the same growth concepts - regardless of which continent you call home. "

Wilfried Serles, Managing Partner, Huebner & Huebner,
Vienna, Austria


"With Gale's help, we now know what to do as a team to increase our win rate with large opportunities. When you're up against a Big Four, you better be sophisticated in your opportunity pursuit. Gale helped us do this."

Gary Shamis, SS&G Financial Services
A Leading Edge Firm


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