Developing Opportunities

Despite the most sophisticated market-level strategies, you’ll need a deep understanding of how to develop individual opportunities to experience the revenue growth you seek. While business development has in the past been the purview of a few gifted rainmakers, sustainable growth in today’s milieu requires an understanding of the power, politics, and motivations of buyer behavior to turn strategies into significant revenue.

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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.

Winning More Significant Opportunities in Today’s Environment

Recent events in the profession will continue to result in more and larger clients evaluating a potential change in their CPA firm over the next couple of years. Firms which invest in the expertise necessary to win significant opportunities have a once-in-a-lifetime ability to grow their revenue substantially. In evaluating this ability to win, I…

Build Value to Grow Revenue

Remember the theme from Cheers, the TV series about a friendly Boston pub and its memorable ‘regulars?’ The refrain says: “You want to go where everybody knows your name.” Something similar is at work when it comes to building value propositions to grow revenue. To succeed, you’ve got to determine what makes the buyer tick.

Client Opportunity Planning

Promising opportunities may not be sporting overalls at your firm, but it’s likely a number of them have successfully camouflaged themselves from you and your partners! Sure, you’re busy these days, but sheer momentum isn’t enough to guarantee long-term sustainable growth. For that you need an orderly approach to opportunity planning.

The Power of Research Calls

Accounting is an old profession, one that I’ve been practicing for 38 years. I’ve worked hard to build a book of business. To meet people in my community. To provide exceptional client service. After all, that’s what I was taught to do – it’s what I taught others. It’s how a CPA becomes successful. Right? Well, it turns out, there is a better way.

The Research Call: The Secret Strategy of Master Rainmakers

You may be surprised to uncover a health tip in an article about revenue growth, but that’s exactly what I’ve got for you. It’s guaranteed to minimize stress, and it has nothing to do with food or exercise. It’s “the research call,” an information-gathering strategy that does not require you to engage in the traditional approach to active rainmaking.