Reprinted with permission from CPA Practice Management Forum. Practice growth is a delicate balance of art, science, intuition and diligence. One thing it isn’t, however, is marketing. Marketing can be a powerful lever to fuel business expansion. But alone, it will not take you where you want to go. Marketing helps till the soil
Articles by Gale Crosley
Reprinted with permission from CPA Practice Management Forum. In the October issue of CPA Practice Management Forum, my article on the importance of financial analysis to firm growth left some readers less than totally convinced. One partner responded, “Gale, I read what you wrote about using financial analysis to develop our growth strategy. Quite frankly,
Reprinted with permission from CPA Practice Management Forum. No matter how good your kid is at soccer it’s still an extracurricular activity as long as she’s in school and nobody’s paying her to play, right? Helping her see that school comes first is part of your job as a parent. Part of your job as
Reprinted with permission from Accounting Today. A niche, the dictionary tells us, is an ornamental recess, usually in a wall, that holds a statue or other decorative object. But in recent years niche has taken on a more generic meaning as a suitable place for someone or something. In accounting, niche has become synonymous
Reprinted with permission from Accounting Today. Billy Crystal said it best, “Change is such hard work.” But oh how satisfying it is when the change you make leads to the success you seek. One of the most profound changes firms can make is in the way they look at the market. Historically accountants develop an
Reprinted with permission from Accounting Today. How big is too big? I’m frequently asked this question by firms that have successfully grown a particular niche. “Can we expect the needle to continue to rise, or are we relegated to low growth and thin margins?” they wonder. My answer is unequivocal. “You bet that Cat can
If your goal is to grow your firm and you haven’t considered a qualified business developer, you’ve tied one hand firmly behind your back. A business developer (BD) is a professional salesperson hired to sell your firm’s services.
Developing and closing an opportunity is difficult, even in the best of times. The added challenge of today’s highly competitive (and slightly skittish) marketplace underscores the importance of vigorously and purposefully qualifying leads.
Reprinted with permission from Accounting Today Sometimes it’s not what we’re thinking, but how we’re thinking that keeps us from the success we deserve. In this case I’m referring to the limits we impose on ourselves, which I call thought borders. While not necessarily geographical, they constrain our forward movement much as the absence of
An Internet search for the term “predictable growth” yields millions of links to websites, videos, books, and consultants. There seems to be no doubt about the idea that growth can be planned and charted.