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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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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Client Opportunity Planning: Because This is Not Your Father’s Book of Business!!

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Promising opportunities may not be sporting overalls at your firm, but it’s likely a number of them have successfully camouflaged themselves from you and your partners! Sure, you’re busy these days, but sheer momentum isn’t enough to guarantee long-term sustainable growth. For that you need an orderly approach to opportunity planning.

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The Smart Money Is On Opportunity Management! To Create a New, Winning Culture

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When it comes to managing your inventory of active opportunities, where you are and where you want to be may not be all that far apart. “Why bother” you say – since most of us have more work than we can handle. Well, just like we’ve built efficiency on the delivery side of the firm in order to optimize our resources, building efficiency on the practice growth side of the firm will also optimize our resources.

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Landing Multi-Continent, Multi-Firm Opportunities: Getting Your Slice of the Global Pie

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The world is flat, according to the best-selling book by Thomas Friedman. He writes about technological changes that are linking people and breaking open business opportunities at warp speed. That’s certainly the case for forward-looking CPAs, especially those in mid-market firms. Just a few years ago it was unthinkable that a mid-size CPA firm could compete and win multi-location opportunities from prospects with operations outside of the U.S.

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