A Niche Service You May be Able to Replicate
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Source: CPA Practice Management Forum Gale Crosley, Crosley + Company (gcrosley@crosleycompany), tells of a CPA firm partner who left to become CFO of AlphaGraphics, a printing company with 300 franchise printing shops internationally. Six years later he returned to the CPA firm and developed a niche to serve the needs of these franchisees, offering financial statement and consulting services His name is John Lauer and the firm is Tuscon’s Hammel & Co.. Lauer was able to capitalize on two strengths: his knowledge of the business and his relationships with the franchisees. Lauer was in an excellent position to advise franchisees on how to improve margins. Because he was known to them, Lauer was able to establish credibility and form alliances with some franchisees to develop his service model. He then began to promote his model to other franchisees. Lauer worked with the company’s field personnel to gain introductions to other potential clients. After establishing his model, he obtained an invitation to attend AlphaGraphics annual conference as an approved vendor. With the support of existing clients, he was came away from the conference with 15 new clients. Currently, more than 60 AlphaGraphics franchisees are clients. His goal is $2,000,000 in revenue by 2008. From CPA Practice Management Forum, |
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