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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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You don’t have to be a gym rat to know that when they go unused, muscles atrophy and are less able to help the body function and thrive. As for how to build muscle, everybody has an opinion. But whether you ask a bodybuilder or a doctor, the recommendations all acknowledge that the more you train a muscle, the more you trigger its growth.
The 19th century English clergyman William Pollard said, “Those who initiate change will have a better opportunity to manage the change that is inevitable.” Pollard’s words reflect something I’ve observed for some time: Our profession has a built-in bias toward passivity.
Reprinted with permission from Accounting Today. One of the most gratifying aspects of my work is gaining an inside view of diverse accounting firms and their leaders. The creativity that’s transforming our firms, and our profession, is nothing short of inspirational. And this is true of the smallest to the largest firms. Among the most…
Dan Hood interviews Gale about how to land the big fish!
Reprinted with permission from Accounting Today. I’m not a betting woman, but I would wager a vanilla latte that you’ve recently attended a meeting about the need for your firm to transition from accounting to consulting. If that hasn’t happened, it should. Soon. Our profession is at an historic crossroads, and for firms with growth…
“Gale, our firm needs to grow! What technologies should we bring to market? And how will we acquire the skills to deliver those offerings?” These are among my favorite—and most frequently heard questions. Why favorite? Because unlike some conundrums firms face, there actually is an answer, an achievable framework for making these decisions. It’s known…
Dan Hood from Accounting Today interviews Gale about moving to leader-driven team based strategic growth.
Segment or niche? In this episode of Accounting Marketing Doesn’t Suck, host Hugh Duffy talks with Gale Crosley all about small and large firm growth, why it pays to specialize and the glue that holds segments together. In this episode, you’ll learn about what Gale calls “revenue segmentation” and how that can help you…
For years, I’ve been talking about, writing about and, yes, some might even say nagging about a tactic that continues not only to deliver, but to dazzle. The focus of my attention is the Research Call℠. It is nothing more, and nothing less than an interview, ideally in person, with a key individual in a…
Innovation is a sizzling hot topic in our industry, the subject of countless articles, conferences and memos from managing partners. Much of what I read and hear, however, focuses on how to be more innovative, and fails to address the foundation upon which innovation is built. And that is product management.
Reprinted with permission from Accounting Today. Low-Hanging Fruit Is Great, Until It Dries Up 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…
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.…
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…
Reprinted with permission from Accounting Today. You’ve attended the conferences and participated in the webinars, so you know that current best practice favors the evolution beyond just a practitioner to a consultant. It’s one thing to acknowledge the apparent logic of such a shift. But it’s another matter to successfully transform from CPA who collects…
Dan Hood from Accounting Today interviews Gale Crosley about the symbiosis between technology and strategic growth.
Reprinted with permission from Accounting Today 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 needs to extend beyond wringing…
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…
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…
On March 30, 2018 Gale Crosley was a guest speaker on Marta Alfonso’s weekly radio talk series, The Well-Heeled Professional. This week’s series, “A Force for Positive Disruption,” featured the perspectives of three speakers who are leaders and innovators in accounting, law, and technology. Gale and her fellow speakers shared their personal experiences, lessons learned,…
Reprinted with permission from Public Accounting Report. By Gale Crosley CPA, president, Crosley+Company/Atlanta By Alan Anderson CPA, owner, ACCOUNTability Plus/Minneapolis Any discussion of “revolutionary moments in audit” would have to include the first known mention of audit activity in Mesopotamia, thousands of years before Christ. It would note the appearance by the fourth…