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Ms. Crosley is frequently asked to share her expertise as a speaker and lecturer.
She has lectured on cutting-edge organizational revenue growth concepts at
Northwestern University's Kellogg Graduate School of Management and at the Emory
University Goizueta Business School. Her presentation at the 2002 AICPA State of
the Profession MAP Conference in Phoenix addressed establishing new niches.
The same presentation to the Georgia Society of CPAs Tax Conference Series brought
the following comment from Katrina Street, CPE Director for the Society:
"Her expertise in successfully bringing new niche offerings to market applies to a
broad cross-section of CPAs, from larger and mid-sized firms to sole practitioners."
Other recent engagements include the Ohio Society of CPAs Practitioners
Forum, the Southeastern Accounting Show and the DFK International Managing
Partners Meeting. According to DFK International Executive Director Jay
Hauck, "The managing partners of our association of CPA firms are a demanding
audience. Gale fit the bill perfectly - a dynamic speaker who challenged
our members to develop strategies for growing their practices and gave them the
tools to do it."
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- All presentations are customized for your audience and your objectives, including assembling multiple topic presentations. All are CPE applicable.
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More often than not, CPA firms relay on a few partners to generate business for the rest of the firm. At some point in the organization's history this approach not only sub-optimizes potential growth, but as rainmakers retire, poses a real threat to the ongoing revenue of the practice. Attempting to change the approach can challenge the leadership. Strategic, cultural and political issues present obstacles to executing initiatives. This topic explores the likely impediments a firm can encounter along the way, as well as some ideas to break through to the next level. Actual firm case studies are used, complete with results achieved.
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The Sarbanes-Oxley legislation is proving to have far more impact than just rules around auditing publicly held companies. The marketplace dynamics are starting to take shape. Clients are evaluating alternative providers in different ways, including increased receptivity toward additional offerings and multiple providers. There are new and different buyers on the scene. The CPA profession has always employed a traditional model of business acquisition - individual clients identified and solidified through references. As the impact of the Sarbanes-Oxley legislation cascades throughout federal and state governing bodies, and companies respond to investor perception of audit independence, additional business acquisition opportunities will emerge through alliances with other firms. This presentation outlines some of the market dynamics and opportunities for CPA firms to grow revenue in these uncertain times.
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Large proposal-driven opportunities are becoming more prevalent than ever before, due to Big four clients considering a move in a post Sarbanes-Oxley environment. But winning them means significantly shifting the firm from a "solo rainmaker" approach, to a coordinated, cohesive team approach. These opportunities are larger, more competitive, and more complex to win. This presentation focuses on how selected mid-sized CPA firms are accomplishing the task. It includes a discussion of how to manage the entire process with pipelines and pipeline reviews, as well as specific concepts and techniques to effectively turn larger opportunities into sources of revenue and growth. Live large opportunities from CPA firms are dissected and discussed.
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| Launching new offerings and keeping mature offerings fresh have
never been more important to CPA's than in today's rapidly changing environment.
But the challenges often cause firms to question the viability and profitability
of providing new services to clients. How do you insure that your more mature
offerings continue to contribute maximum margin? How do you get new offerings off
the ground? This discussion centers on the process of bringing new offerings to
market successfully, as well as suggestions about managing your entire portfolio
of offerings. |
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| More often than not, CPA firms rely on a few partners to generate
business for the rest of the firm. Unfortunately this approach sub-optimizes the
potential overall growth of the firm. This topic discusses some of the issues and
challenges of getting everyone across the firm engaged in rainmaking. It includes tips
on getting partners to contribute their fair share, as well as how to motivate and
develop the staff to become master rainmakers. |
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| Part of becoming a successful rainmaker involves spending time
on the activities that are going to build a referral network, and eliminating
time-wasting activities. This topic teaches audience participants the successful
elements of a business development plan. Each member of the audience builds their
own plan. By the end of the session each has an individual plan, custom tailored
based upon best practices from other successful environments, and ready to
execute. |
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| Developing and communicating a message regarding your offerings
is an important part of business development. This session describes the successful
elements of building a presentation, and teaches the audience how to build their own.
Included is a discussion about when to use and when not to use a pre-packaged
presentation. Audience members participate by actually architecting their own
presentations. |
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| Successful business development relies upon a series of
fundamental skills. This session concentrates on the basic skills required to develop
business. Elements covered include developing a positioning statement, describing
offering benefits, questioning techniques, overcoming objections, closing techniques
and tips on managing difficult interpersonal situations encountered during business
development. |
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- Fall, 2002 - Georgia Society of CPAs Tax Forum
- November, 2002 - AICPA 2002 State of the Profession
- February, 2003 - PDI Marketing Symposium
- May, 2003 - Ohio Society of CPAs Practitioners Symposium
- May, 2003 - Georgia Women Lawyers Association
- June, 2003 - Association for Accounting Marketing Summit
- June, 2003 - AICPA Compensation Conference
- June, 2003 - DFK International
- June, 2003 - Leading Edge Managing Partners
- June, 2003 - Leadership Workshop - Managers and New Partners
- September, 2003 - Alabama Society of CPAs
- November, 2003 - Minnesota Society of CPAs
- December, 2003 - Minnesota Society of CPAs
- May, 2004 - Georgia Society of CPAs Web cast
- June, 2004 - CPASNET
- June, 2004 - AAM Conference
- Sept., 2004 - Ohio Society of CPAs
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"The dynamics in the CPA profession today represent a one-time windfall of opportunities never seen before. Large client churn has repercussions throughout the entire ecosystem. There are opportunities to win new clients, provide new services, enhance value to audit committees, and develop profitable relationships with other CPA firms."
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Overview of Crosley+Company
Video: Gale Crosley discusses Growing the Practice