It’s critical to look at what the market wants, not just what you want to offer.
Articles by Gale Crosley
Leaders of traditional audit and tax would do well to peek over the fence and see what the client accounting services department is up to. Historically regarded as the forgotten or neglected department, it has become a harbinger for the technology opportunities in all our services.
Reprinted with permission from Accounting Today. It drives me crazy to hear complaints about lost business opportunities, when there was very little understanding about how to land that big fish. If you’ve got something of value to offer and are approaching the right buyer, reeling in the big ones isn’t rocket science. It’s a proven
Published by Inside Public Accounting, May 2018. Reprinted with permission. Relationships precede revenue. While accountants prize their deep connections with clients, relying on them for referrals is no longer enough, says Gale Crosley, an IPA Most Recommended Consultant. Crosley believes that building new business in this global, mature marketplace is complicated but manageable. Business development
Reprinted with permission from Accounting Today. In our profession, the word practice typically conveys a fairly narrow meaning, as in “the practice of accounting.” But successful niche development, which I consider an essential tool for growth, requires a different type of practice – practicing to perfect a new niche or service line. The most successful
On March 30, 2018 Gale Crosley was a guest speaker on Marta Alfonso’s weekly radio talk series, The Well-Heeled Professional. This week’s series, “A Force for Positive Disruption,” featured the perspectives of three speakers who are leaders and innovators in accounting, law, and technology. Gale and her fellow speakers shared their personal experiences, lessons learned,
Reprinted with permission from Accounting Today. “The first step is to establish that something is possible, then probability will occur.” The tech and business giant Elon Musk may not have been talking about leveraging large client relationships when he made this observation, but it resonates beautifully. Not only is it possible and probable to boost
Accounting Today recently released its list of Top 100 Most Influential People in the accounting profession, and two OSCPA members – Rita Keller, president of Keller Advisors, and Gale Crosley, CPA, CGMA, president of Crosley + Company – are featured. Besides Keller and Crosley, the list includes recognizable names like Ken Bishop, president and CEO
Reprinted with permission from Accounting Today. From the outside it might appear that public accounting is much the same as it has always been. CPAs pursue traditional activities such as tax, audit, and consulting services. To build their business, they lunch with lawyers and attend after-hours cocktail receptions. Yet beneath this familiar scenario, our profession
Reprinted with permission from Accounting Today. “The secret of getting ahead is getting started,” Mark Twain sagely advised. But where to start, and how, when your goal is driving revenue? I tweak this Twainism by advising firms to start with an understanding of which clients are contributing the most revenue, then developing a program focused