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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.
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 Accounting Today. Everybody’s talking about innovation these days. The “i” word may be over-used, but when it comes to growing your firm, I’m an unapologetic believer in the power of innovation. This is especially important for mature service lines. Let’s start with a working definition. I love the one offered by…
Reprinted with permission from Accounting Today. It’s official. Client accounting services (CAS) has come into its own. This once ho-hum commodity has evolved into a promising service line with solid value for clients and strong upside potential for accounting firms. One of the most accomplished practitioners in this space is Ian McBane, partner in the…
Reprinted with permission from Accounting Today. You know the services your firm has to offer and you know who your target buyer is. In order to drive growth you need to align these elements in an act of strategic matchmaking. If you’ve been relying on referrals as a way to achieve this you’re operating with…
Successful CPA firms are typically open to approaches known to yield positive growth. So why are they so reluctant (dare I say occasionally impossibly stubborn) when it comes to embracing the concept of market segmentation? It’s often perceived as complex, difficult to understand, and therefore optional. However, it is so fundamental to strategy development that…
CPA.com CEO and President Erik Asgeirsson speaks with Gale Crosley, who shares tips on how to find early adopters to build a profitable market segment for your client accounting services. Click the image below to view the video on CPA.com.
How would you describe your firm’s specific value proposition? If the term is unfamiliar, or you’ve struggled with differentiating and continually find yourselves in the price cellar, keep reading. The search for value is the effort to leverage the specific advantages and solutions your firm offers clients and potential clients. Put another way, it is…
Reprinted with permission from Accounting Today. Come closer. I’m about to reveal something you really need to know. It’s a powerful concept that’s been known and used by master rainmakers for years and deserves to be shared. It’s the Research Call℠ —a decidedly unsexy name for a blockbuster tool that could dramatically alter the course…
Reprinted with permission from Accounting Today. Business guru and former General Electric CEO Jack Welch wisely advises, “Change before you have to.” Adapting proactively to shifts in the marketplace is one of the most effective ways to grow your practice. Today’s markets are undergoing dramatic realignment. Understanding the powerful elements at work is essential to…
Reprinted with permission from the Association for Accounting Marketing’s Growth Strategies. In part one of this article I wrote about the Research Call℠, the power-packed maneuver that gives you insight into an industry or niche you wish to dominate. I described how a well-executed Research Call℠ informs the three elements of strategic growth –…
Reprinted with permission from the Association for Accounting Marketing’s Growth Strategies. I love getting feedback on the articles I write. Sometimes it’s kind praise; other times constructive criticism. When I wrote recently about the Strategic Foundation of Strategic Growth for AccountingToday I got questions – lots of questions. In the article I laid out…
Reprinted with permission from Accounting Today. Practice growth occurs at the intersection of services, targeted buyers and channels of distribution. The channel is how and where you and your buyer find one another. (In dating terms it’s the party, coffee shop or mutual friend that brings you and your date together). Our profession has traditionally…
Reprinted with permission from CPA Practice Management Forum. Practice growth is a delicate balance of art, science, intuition and diligence. One thing it isn’t, however, is marketing. Marketing can be a powerful lever to fuel business expansion. But alone, it will not take you where you want to go. Marketing helps till the soil…
Reprinted with permission from CPA Practice Management Forum. In the October issue of CPA Practice Management Forum, my article on the importance of financial analysis to firm growth left some readers less than totally convinced. One partner responded, “Gale, I read what you wrote about using financial analysis to develop our growth strategy. Quite frankly,…
Reprinted with permission from CPA Practice Management Forum. No matter how good your kid is at soccer it’s still an extracurricular activity as long as she’s in school and nobody’s paying her to play, right? Helping her see that school comes first is part of your job as a parent. Part of your job as…
Reprinted with permission from Accounting Today. A niche, the dictionary tells us, is an ornamental recess, usually in a wall, that holds a statue or other decorative object. But in recent years niche has taken on a more generic meaning as a suitable place for someone or something. In accounting, niche has become synonymous…
Reprinted with permission from Accounting Today. Billy Crystal said it best, “Change is such hard work.” But oh how satisfying it is when the change you make leads to the success you seek. One of the most profound changes firms can make is in the way they look at the market. Historically accountants develop an…
Reprinted with permission from Accounting Today. How big is too big? I’m frequently asked this question by firms that have successfully grown a particular niche. “Can we expect the needle to continue to rise, or are we relegated to low growth and thin margins?” they wonder. My answer is unequivocal. “You bet that Cat can…
Reprinted with permission from CPA Practice Management Forum An Internet search for the term “predictable growth” yields millions of links to websites, videos, books, and consultants. There seems to be no doubt about the idea that growth can be planned and charted. But for accounting professionals who are trying to grow their firms, it may…
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