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

Read more »

Financial Analysis – Just the Facts. More on a topic CPA’s hate!

by & filed under All Articles, Growing Segments.

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,

Read more »

It’s Time to Ditch the Niche. If you really want to grow think in terms of revenue streams.

by & filed under All Articles, Growing Segments.

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

Read more »

Can Fat Cats Get Fatter? You Bet They Can! Increase Growth by leveraging your mature niche.

by & filed under All Articles, Growing Segments.

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

Read more »