Leader-driven growth. Not just a bunch of rainmakers.
By Gale Crosley
I see it all the time. Well-intentioned accounting firms do what they believe are the right things. They sponsor events. They publish articles. They meet and greet. But they don’t grow.
More on Growth Strategies for Multi-Partner Firms: Are You Creating a Sustainable Firm? | Don’t Confuse Marketing with a True Growth Strategy | Overcoming Four Imaginary Barriers that Limit CPA Firm Growth | How Firms Unleash the Power of Diamonds, Cash Cows and Fat Cats | How Smart Firms Use Market Research |
At most firms growth is an individual contributor activity. Lone ranger partners do their own thing, attracting clients here and there and offering services they believe clients need. But despite the efforts of individual partners, there’s little solid growth to show for the effort.
That’s when they call. “Gale, we need your help! Market conditions aren’t great and we’re getting hammered with competitive pricing. We have to increase our marketing so we can grow!”
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About the Author
Gale Crosley, CPA, of Crosley+Co., is one of the Most Recommended Consultants in the Inside Public Accounting BEST OF THE BEST, one of the Top 100 Most Influential People in Accounting by Accounting Today and has been named to The Advisory Board Hall of Fame.
She consults with large and large-thinking accounting firms, assisting managing partners, partners, and marketing directors, to effectively increase their firm’s revenues. She guides them through development of the best strategies and tactics to achieve aggressive revenue growth objectives. Gale’s 35-year-plus career represents a unique combination as a practicing CPA at Arthur Andersen, PwC, and a local CPA firm. She has also held senior management roles in business development and marketing in the cutting edge technology environment with IBM, MCI and several start-up technology companies. Gale has helped dozens of large and large-thinking firms, both domestic and international, create high growth cultures, driving revenue from all aspects of the practice. She is an honors accounting graduate from the University of Akron, Ohio, and winner of the Simonetti Distinguished Business Alumni Award. Gale is a licensed CPA in Ohio and Georgia, a member of the AICPA, the Ohio Society and Georgia Society of CPAs, and is on the Editorial Advisory Board of the Journal of Accountancy. Her cornerstone book, At the Crossroads, chronicles the challenges and successes of a fictional CPA firm struggling with growth.Click here for more by Gale Crosley