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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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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