growth strategy articles

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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Herding Tigers and Other Lone Rangers: Together is Better When Opportunities Are Large

by & filed under All Articles, Developing Large Opportunities.

For CPAs, winning significant opportunities is the ultimate team sport. If you or other tigers in your firm are accustomed to going it alone, you’ll find it’s next to impossible to do this consistently when the business is large and complex. The reluctance of CPAs to recognize this keeps many from conquering high-value targets.

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