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.
Articles by Gale Crosley
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.
Reprinted with permission from Accounting Today Pathways to Growth #8 When firms, like individuals, reach milestones in their lives, it’s a typical time for reflection. As the venerable metro DC firm Aronson LLC marks its 50th year in business, reflection on the firm’s success inevitably turns to the contributions of Lisa Cines. A 29-year veteran
CPA Dave Roberts finds it baffling why some accountants express reluctance – or even fear – about pursuing a niche practice. Roberts, currently managing partner of RBZ inLos Angeles, has ridden the specialization express train to considerable success. Over the past 25 years, he’s built and grown one of the most successful and well known practices serving law firms on the West Coast.
Our yard was inundated with bird food-eating squirrels and we were desperate. So we did what desperate people do. We fell for a shiny advertisement promoting a highly specialized (read “expensive”) squirrel-defying bird feeder.
The world is shrinking and the surge of international business is a contributing factor. According to the Small Business Administration, four out of ten small businesses are engaged in some degree of international commerce. Is your firm exploring this lucrative market, or merely responding to clients’ needs?
By 2001, the year the high-tech boom went bust, I had been in the technology field for more than two decades. When the bubble finally burst, the repercussions were many and ugly. I’ve thought more about those times recently than I have in years, and for good reason.
It’s hard to believe that this frigid winter will ever end, but in some parts of the country crocuses will soon be emerging from the snow. I’m similarly encouraged by the gentle thaw in the economy and the resilience of our profession to grow and thrive despite a few tough years.
Katie Tolin pursued a career in marketing and she did it by the book. Armed with undergraduate degrees in business and PR, she earned a master’s in political communications before joining a law firm where she spent five years in legal marketing.