Ten Strategies for the Smaller Firm Facing Competition from Larger Firms

When David meets Goliath.

By Bruce W. Marcus
Professional Services Marketing 3.0

Great turbulence in the accounting profession, as well as in the business world itself, make these difficult and unusual times.

Public outcry against the misdeeds of a few accounting firms, corporations, investment bankers and others in government and the business community is tarring the innocent as well as the guilty. In the meantime, mergers and acquisitions are altering the competitive landscape for firms of every size.

It’s likely that the major CPA firms will accelerate a long-standing practice of reaching into the low end of the market – the very market of the smaller CPA firms. For the smaller firm, competition is coming from unaccustomed quarters.

Can the smaller firm successfully compete against the bigger firm?

History says yes, if the firm follows at least some of the following 10 points:

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