How’s Your Harvest? Low-Hanging Fruit Is Great. Until It Dries Up.

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Reprinted with permission from Accounting Today. A client recently shared a story about a magical desert oasis where apricot trees flourished and merchants harvested the abundant, low-hanging fruit, weighing down the low tree branches. One day a new merchant appeared. He was an ambitious young man who started climbing the trees, seeking and harvesting the

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Check Your Watch. It’s Innovate O’clock! Steps to renew or refresh your offerings.

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Reprinted with permission from Accounting Today.  One of the hottest concepts in business these days is “disruption.” In fact, a KPMG survey found that three in four CEOs surveyed worldwide said their companies are striving to be market disrupters. In many sectors, effecting dramatic change in how business is done (disrupting) is a deliberate pursuit.

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Motherhood, Apple Pie and Thought Leadership – Lead with your thoughts, then innovate.

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Reprinted with permission from Accounting Today. If thought leadership was not a contender for phrase of the year in recent times, it should have been. It’s a motherhood-and-apple-pie-flavored bite of business jargon defined by Business News Daily as “the honest and admirable ambition of being viewed as a credible industry expert, one who cuts through

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

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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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Understanding Power And Politics Elevates Business Development

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Published by Inside Public Accounting, May 2018. Reprinted with permission. Relationships precede revenue. While accountants prize their deep connections with clients, relying on them for referrals is no longer enough, says Gale Crosley, an IPA Most Recommended Consultant. Crosley believes that building new business in this global, mature marketplace is complicated but manageable. Business development

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

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

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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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