growth strategy articles

Why Can’t CPAs Get Traction with New Services?! The Key to Successfully Introducing New Services to the Marketplace

by & filed under All Articles, Growing Segments.

Not so long ago, the business of an accounting firm was as predictable as men’s business attire. Tax preparation and audits were about as far as it went. Unfortunately, as firms have attempted to branch out into an array of related services, their experiences have been hit or miss. More often than not, the reason is that they are unfamiliar with some of the fundamentals in bringing a new service to market, and often incorrectly pattern their efforts after bringing products to market.

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Client Opportunity Planning: Because This is Not Your Father’s Book of Business!!

by & filed under All Articles, Developing Large Opportunities.

Promising opportunities may not be sporting overalls at your firm, but it’s likely a number of them have successfully camouflaged themselves from you and your partners! Sure, you’re busy these days, but sheer momentum isn’t enough to guarantee long-term sustainable growth. For that you need an orderly approach to opportunity planning.

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The Smart Money Is On Opportunity Management! To Create a New, Winning Culture

by & filed under All Articles, Developing Large Opportunities.

When it comes to managing your inventory of active opportunities, where you are and where you want to be may not be all that far apart. “Why bother” you say – since most of us have more work than we can handle. Well, just like we’ve built efficiency on the delivery side of the firm in order to optimize our resources, building efficiency on the practice growth side of the firm will also optimize our resources.

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Landing Multi-Continent, Multi-Firm Opportunities: Getting Your Slice of the Global Pie

by & filed under All Articles, Developing Large Opportunities.

The world is flat, according to the best-selling book by Thomas Friedman. He writes about technological changes that are linking people and breaking open business opportunities at warp speed. That’s certainly the case for forward-looking CPAs, especially those in mid-market firms. Just a few years ago it was unthinkable that a mid-size CPA firm could compete and win multi-location opportunities from prospects with operations outside of the U.S.

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The Opportunity Pipeline: Leverage this Exceptional Business-Building Tool

by & filed under All Articles, Developing Large Opportunities.

Reprinted with permission from CPA Practice Management Forum. CPA firms often ask for my top recommendation to help them win large opportunities. Unequivocally, I suggest the development and strategic deployment of the “opportunity pipeline.” Hands down, it is the single best tool to identify and reel in big pieces of business. Sound difficult? It’s not.

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