Waxing and Waning Markets – Move Beyond Buildings and Borders to Serve the World

by & filed under All Articles, Growing Segments.

Reprinted with permission from Accounting Today. Business guru and former General Electric CEO Jack Welch wisely advises, “Change before you have to.” Adapting proactively to shifts in the marketplace is one of the most effective ways to grow your practice. Today’s markets are undergoing dramatic realignment. Understanding the powerful elements at work is essential to

Unlock the “Strategy Safe” and Watch Your Firm Grow! The Key is the Research Call.

by & filed under All Articles, Growing Segments.

Reprinted with permission from the Association for Accounting Marketing’s Growth Strategies.   I love getting feedback on the articles I write. Sometimes it’s kind praise; other times constructive criticism. When I wrote recently about the Strategic Foundation of Strategic Growth for AccountingToday I got questions – lots of questions. In the article I laid out

Are You on the Path to Leader-Driven, Sustainable Growth? Or, Are the Chips Falling Pretty Much Anywhere?

by & filed under All Articles, Growth Leadership.

Reprinted with permission from International Accounting Bulletin. One of the hottest firm topics these days is succession planning.  In a nutshell the issue is this:  As your key leaders retire, who’s in line to take their place? Firms are keenly aware they need to identify the next generation of leaders and ensure that they will

Why Strategic Growth Matters More than Ever – Part 2. Don’t Get Left in the Dust

by & filed under All Articles, Growth Leadership.

Reprinted with permission from International Accounting Bulletin Part one of this article focused on strategic growth as a critical imperative for accounting firms around the world. I noted the profession’s historic hesitation to jump on the growth bandwagon and the impact of that decision. The article also noted factors that are changing the profession. In

Ready to Make the Leap from Accountant to Consultant? Expand Your Vision and Expand Your Business

by & filed under All Articles, Growth Leadership.

Reprinted with permission from Accounting Today. Admit it.  You’re good at what you do.  Your clients trust your proven ability to help improve their businesses.  Perhaps it’s time to take the step of enlarging your vision of yourself from accountant to consultant. Most good CPAs intuitively move beyond tax returns and financial statements, offering insight

When is a Channel More Than a Channel? When Interests Align, It’s a Powerhouse!

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Reprinted with permission from Accounting Today. Practice growth occurs at the intersection of services, targeted buyers and channels of distribution.  The channel is how and where you and your buyer find one another.  (In dating terms it’s the party, coffee shop or mutual friend that brings you and your date together). Our profession has traditionally

Leader-Driven Growth. Not Just a Bunch of Rainmakers!

by & filed under All Articles, Growth Leadership.

Reprinted with permission from Accounting Today.   I see it all the time.  Well-intentioned accounting firms do what they believe are the right things.  They sponsor events.  They publish articles.  They meet and greet. But they don’t grow. At most firms growth is an individual contributor activity.  Lone ranger partners do their own thing, attracting