Going Global

Source: CPA Practice Management Forum

In this article, Sally Glick observes that 95 percent of the world's consumers are outside the United States, representing a huge, largely untapped market for midsized businesses. It also represents an opportunity for CPA firms that have, or want to launch, an international services niche. One key to success in this area is identifying and marketing to businesses that are preparing to expand their global reach.

Begin by selecting a "champion" to lead your efforts to develop the niche and developing a business plan that includes an international marketing strategy. One of the best places to start is with your existing clients. Some may already be interested in growing internationally; others may be looking to you to determine whether going global fits into their long-term growth strategy and, if so, to lead the way.

Next, develop a marketing plan that, among other things, (1) states your growth goals for the niche, (2) lists your firm's skills and attributes that qualify you to advise businesses looking to expand internationally, (3) identifies your target audience, and (4) prioritizes ideas for promoting these services.

Ideas for enhancing your reputation and increasing your exposure include:

• Joining international business groups.
• Hosting seminars on doing business abroad.
• Networking with key players in the international business scene in your area.
• Writing articles about international business issues or acting as a resource for journalists.

For the complete article, click here.

From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, February 2010, p. 10, "Marketers' Corner -- Identifying Businesses Seeking to Expand Their Global Reach."