Do You Really Want to Land that Big Fish? Or do you just want to carp about the one that got away?

by & filed under All Articles, Developing Large Opportunities, Featured.

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

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Fuel Growth with an Early Adopter Program. How do you get to a market launch?

by & filed under All Articles, Featured, Growing Segments.

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

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Podcast: A Force for Positive Disruption

by & filed under All Articles, Growth Leadership.

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,

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The Audit of the Future: Daring, Disruptive and Data-Driven but Poised to Add Significant Value to Firms and Clients

filed under All Articles, Featured, Growth Leadership.

Reprinted with permission from Public Accounting Report. By Gale Crosley CPA, president, Crosley+Company/Atlanta   By Alan Anderson CPA, owner, ACCOUNTability Plus/Minneapolis   Any discussion of “revolutionary moments in audit” would have to include the first known mention of audit activity in Mesopotamia, thousands of years before Christ. It would note the appearance by the fourth

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The Key Client Approach: Master the Process, Reap the Rewards

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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

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Leading Growth in Today’s Complex Marketplace. Things are Changing and the Old Growth Model No Longer Fits.

by & filed under All Articles, Featured, Growth Leadership.

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

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