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

by & filed under All Articles, Growing Segments.

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