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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.
Imagine a stunning garden, bursting with abundant flowers and shrubbery in a rich variety of sizes, shapes, and hues. At first glance it appears as one rainbow-colored blanket. But if you know anything about growing, you know there are probably two distinct sources of growth in this mature garden—annual plants that live for one growing season then die off, and perennials that regenerate each spring. Savvy gardeners combine both for maximum yield, with one species blooming as others die back.
CPAs are a busy bunch these days. Rarely have I seen more activity than in recent months. What’s behind the uptick in clients and engagements? Multiple factors including new regulations (government loans and forgiveness), shifting tax deadlines and the technology demands of pandemic-driven remote work. As well, I observe a boost in transactional activity fueled by the release of pent-up investment dollars.
Plans for growth? If your accounting or CPA firm is fighting to reach new markets, secure new work or expand its horizons listen to Gale Crosley’s interview on Accounting Influencers’ podcast.
Dan Hood from Accounting Today interviews Gale, as she explains why it’s critical to jettison your worst clients — and how to do it.
Consultant Gary Thomson interviews Gale to discuss the discipline of strategic growth. Accountants are all about service delivery and do a good job at it, but when it comes to growth, it’s an afterthought “when there’s time.” Professionals need to connect the two to see true results. Learn how to go deeper to make growth…
Shortly after James Moore was named the number one accounting firm in the nation for women in 2020, and while COVID was continuing to stretch firm members, managing partner Suzanne Forbes did the obvious. She donned a pink wig and green eyeshades while lip syncing We Are the Champions on a Zoom call with a couple hundred members of the firm.
On email, during live video presentations and (imagine it!) via phone, I’m getting questions from firms about growth. Lots of questions. Among those asking are managing partners who want to know, “Gale, what would you do if you were in my shoes?”
In part one of this article, I offered guidance to help managing partners leverage the relatively good conditions in which many currently find themselves. I warned, however, that, “unless firms act quickly to chart a course for post-pandemic growth, this temporary uptick will remain just that.” Now, in part two, we delve into the principles and tactics involved.
The world of business is simultaneously expanding and contracting. Technology has stretched our horizons, permitting us to connect with anyone at any time. That same inter-connectedness shrinks the playing field, bringing once-distant markets close.
In a change of leadership five years ago, Nashville-based LBMC undertook a rebranding effort that launched longtime Director of Marketing, Leisa Gill into a new position as Director of Client Experience. Leisa shared her successful CE journey with me in a recent conversation.
As we move with cautious optimism into 2021, I’m happy to share a recent dialogue with Guy Gage, owner of PartnersCoach®, a coaching and consulting firm for professionals in private practice. We focused on what COVID has taught us about growth, change and leadership in difficult times.
Leverage this Exceptional Business-Building Tool CPA firms often ask for my top recommendation to help them win large opportunities. Unequivocally, I suggest the development and strategic deployment of the “opportunity pipeline.” Hands down, it is the single best tool to identify and reel in big pieces of business. Sound difficult? It’s not. In fact, creating…
The changes this pandemic has wrought don’t appear to be temporary, as we once imaged. It’s no longer a question of waiting this thing out and returning to yesteryear. That’s why I’m advising my clients to reevaluate their growth strategies.
Once upon a time, it all seemed easier. Didn’t it? CPAs were referred in to do tax returns, audits and accounting. Beans were counted and cocktails were enjoyed at the country club. Today, we are told our “bread and butter” services will be relegated to AI and other technologies.
Read the article on CPA Trendlines.
Clive Viegas Bennett, CEO of MGI Worldwide, has a fireside chat with Gale about growing through and after COVID.
Reprinted with permission from International Accounting Bulletin. If you’ve spent more than five minutes with me – in a seminar, in consultation or reading my articles – you know that I am passionate about strategic practice growth. In this article I take a step back and address the reasons for my conviction. Strategic growth is…
Check out the video at https://aicpaconferences.com/aicpa/sessions/48987/view Description Sustainable growth requires the right leaders in the right positions, and conditions that will guarantee their success. Transforming your partners from individual contributors to a highly collaborative group of growth leaders will enable them to successfully navigate today’s complex technology-centric markets. Gale helps you explore and develop the…
Gale explores developing the capacity of your partner group to embrace the new technologies to achieve optimal firmwide growth. https://aicpaconferences.com/aicpa/sessions/48987/view
Michelle Arnold is the Executive Director of Prime Global North America. Part I focuses on why some firms grow and others done, what’s different from growing in a normal environment and staying on track with growth. Part II covers converting prospects to revenue, full service vs. specialization and making fast decisions.