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Gale's Cornerstone Book
Gale’s book, At the Crossroads: The Remarkable CPA Firm That Nearly Crashed, Then Soared is a delightful parable about a sleepy, uninspired CPA firm that transforms into an accounting powerhouse.
Meet managing partner Joe Abriola who has just learned that his partners are on the verge of mutiny. How does the firm recover and thrive? Spoiler alert—Gale’s growth model swoops in to save the day! The book is an instructive tale that’s filled with valuable insight on achieving growth despite the odds.
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If you’ve never spoken the name of your firm and the words “sales function” in the same breath, it’s time to start making the connection. As accounting practices add advisory services to their menu, annuity revenue will naturally decline. Unlike audit and tax work, consulting projects and retainers can end at any time.
Over the past decade or so, I’ve worked with clients on the strategic growth of accounting and advisory services (CAS/CAAS). Though its initial focus was on moving bookkeeping to the cloud, many of those clients have expanded their offerings to include consulting services to the corporate CFO suite.
When I began consulting with Jim Redpath of Redpath & Co. many years ago, we discussed my
experience in the large accounts division of IBM where the focus was on strategically significant
clients.
Accounting firms are short on resources and are actively seeking ways to address the deficiency. Many are pruning their rolls, culling unprofitable or problem clients. Others are taking what I consider a highly questionable approach, one that was in vogue 20 and more years ago.
I’ve always believed that strategic growth requires a plan, execution and something new to present to potential clients. Gale suggests that to drive strategic growth you need to build three functional areas.
Firms with no intention of selling part of their business to private equity can still compete, asserts consultant Gale Crosley, but it will take a concerted effort to reimagine growth.
Part one of this article made the case for developing segment leaders as part of an organizational framework for driving revenue. In this second part, we move past the “what” to address “how” segment leaders are cultivated.
Join us for the grand finale of “Impactful Insights” at #ENGAGE AICPA Las Vegas! In our last episode, the esteemed Gale Crosley, CPA, CGMA, CEO of Crosley+Company, shares invaluable insights on the business discipline of practice growth.
Winding River Consulting had the pleasure of featuring Gale Crosley as our Strategic Growth Guide in a fireside chat for our MPB | Leadership Accelerated Q4 Check-in. We discussed prominent trends in the accounting industry that shaped 2023, and exciting developments and opportunities that await us in 2024. Watch the full recording:
One of Chris’ favorite things about hosting the Sales Lead Dog Podcast is the opportunity to listen to guests like Gale Crosley. Gale is a strategic revenue growth consultant to CPA firms. Her background includes several years as a very experienced sales leader, and in this episode we focus on driving strategic growth and the…
Strategic growth is about more than just growth for growth’s sake. It’s about identifying the most efficient path for profitability and sustainability and then pursuing it. Our guest today, Gale Crosley, is a Strategic Growth and Innovation Consultant who has helped countless growth-oriented CPA and accounting firms overcome barriers and achieve high-performing strategic growth. Watch the recording: Listen…
There’s been a continuing change taking place among the most successful accounting firms. They are moving away from an individual book-of-business model and, instead, cultivating revenue segment leaders to drive growth and increasingly, position the firm for acquisition.
It’s not new news that we are in a state of disruption and investment due to the projected abundant future in our profession. Whether you are the CPA firm choosing to stay the course, looking for the right capital partner or a private equity group or other entity, there’s so much to gain by understanding the cultural divide and the questions that might lead to a better path forward in whatever choice you make.
Randy Crabtree is joined by Gale Crosley of Crosley+Company on episode 109 of The Unique CPA. Gale’s specialty is in driving strategic organic revenue growth for CPA firms. She has been recognized for her influence and insights into the accounting profession by The Advisory Board, Accounting Today, Inside Public Accounting, and more. Gale shares her…
For many people who enjoy fishing (some 50 million Americans per year!), part of the attraction is the solitary nature of the sport—just you and a pole in the water. That’s great if your goal is quiet and an occasional nibble. However, if your intent is to catch as many fish as possible, a lone line can never compare with a large, widely cast net. I often use this analogy to draw the distinction between the traditional, tactical view of CPA firm growth and the strategic approach required in today’s complex practice environment.
Jasen Stine and David Bergstein of Intuit interview Gale on current-day CPA profession market conditions, including the entrance of private equities, which are impacting strategic growth.
In this episode, host Angie Grissom, Owner and Chief Relationship Officer of The Rainmaker Companies sits down with Gale Crosley, Owner and President of Crosley & Company to talk about how accounting firms can navigate the increased complexities to growth through strategic planning.
Accounting firms continue to feel the pinch of the great resignation. The dramatic disappearance of team members and the slow trickle of qualified candidates to replace them is a trend that continues to impact our profession.
Gale discusses with Deneen Dias of Botkeeper, the best strategies for infusing technologies into our service offerings.
At a recent conference on accounting firm growth, several co-panelists described the process they used to enter a new market or launch a new service. One detailed a successful rollout in the litigation support area. Another spoke about taking a local tech-related offering national.