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Source: Accounting Today
Gale Crosley, of Crosley + Company ([email protected]), offers the following ideas for CPA firms committed to growth:
- Professional sales people—In this Sarbanes-Oxley era, small and medium size firms have more opportunities to obtain larger engagements, but they need more sophisticated business development resources. And they must be prepared for the possibility that these people will earn more than even the most successful rainmaking partners.
- Better use of marketing directors—Marketing directors should do more than prepare brochures. They should be more strategic and help develop new client opportunities.
- Teamwork—At many firms, a small percentage of clients account for the majority of the business. These clients belong to the firm, not to individual partners. Team members should collaborate in reviewing each client to ensure the firm is providing the best level of service and capitalizing on all client service opportunities.
- “Multiple boutiques”—Firms can develop reputations for specialization that allow them to compete against boutique firms, and do so in multiple areas.
Crosley says, “There’s very little room for prima donnas in the business of business development.” CPAs may need to sacrifice some independence in favor of collaboration.
From Accounting Today, November 28, 2005. For the complete article, click on the following link: http://www.webcpa.com/article.cfm?articleid=232&;pg=acctoday. |
