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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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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It’s a Small World After All. International Markets are Ready and Waiting.

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Reprinted with permission from Accounting Today.  If you ever visited a Disney park in years past, you’re probably familiar with the ride, It’s a Small World. Created as a tribute to UNICEF during the 1964 New York World’s Fair, it featured hundreds of dancing dolls in traditional costumes from across the world. The lyrics, written

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Sustainable Innovation. Sounds good. But what actually is it, and how do you do it?

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Reprinted with permission from Accounting Today. Everybody’s talking about innovation these days. The “i” word may be over-used, but when it comes to growing your firm, I’m an unapologetic believer in the power of innovation. This is especially important for mature service lines. Let’s start with a working definition. I love the one offered by

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From ‘Dull’ and ‘Commoditized’ to an ‘International Star’

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Reprinted with permission from Accounting Today. It’s official. Client accounting services (CAS) has come into its own. This once ho-hum commodity has evolved into a promising service line with solid value for clients and strong upside potential for accounting firms. One of the most accomplished practitioners in this space is Ian McBane, partner in the

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Not All Fish Need Audits. What is market segmentation and why should you be doing it?

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Successful CPA firms are typically open to approaches known to yield positive growth. So why are they so reluctant (dare I say occasionally impossibly stubborn) when it comes to embracing the concept of market segmentation? It’s often perceived as complex, difficult to understand, and therefore optional. However, it is so fundamental to strategy development that

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Waxing and Waning Markets – Move Beyond Buildings and Borders to Serve the World

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Reprinted with permission from Accounting Today. Business guru and former General Electric CEO Jack Welch wisely advises, “Change before you have to.” Adapting proactively to shifts in the marketplace is one of the most effective ways to grow your practice. Today’s markets are undergoing dramatic realignment. Understanding the powerful elements at work is essential to

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