growth strategy articles

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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