With the changes coming fast for the industry, it is becoming critical that firms assess and evaluate how they can remain relevant to their clients. Mid-sized firms are being attacked from both sides -- the larger firms want your best clients and the smaller firms are using price as a competitive differentiator. Developing a team of business advisors and converting deliverables away from just compliance to future oriented business advice and consulting services might be the answer.

Presenter, Larry Bildstein is CEO of The Whetstone Group, Inc. Whetstone's mission is to help CPA firms and professional service firms nationwide find growth and hone their competitive edge. Larry provided strategic leadership as the Regional Managing Partner of a $50 million annual revenue unit within McGladrey. He also was a Client Service Coordinator where he provided business advice, growth consulting, and mergers and acquisitions assistance in addition to tax and financial services to a variety of business owners. Additionally, he has been published in AICPA's The Journal of Accountancy; Partner Advantage Advisory; Guide to Marketing: A Supplement to Accounting Today, Accounting Technology, and Practical Accountant; CPA Leadership Report; RSM McGladrey Network's NetWorks Newsletter; the Institute of Management and Administration, Inc. Partner's Report; CCH CPA Practice Management Forum; and on the Association for Accounting Marketing's website.

Partners in leadership positions

Functional specialty leaders

Niche champions

Those who aspire to any of these positions in their firm.

Know the definition what is a true trusted business advisor vs. a partner that responsds to client questions.

Learn to articulate the value proposition of giving business advise.

Recognize the roles both the firm and the individual partner have to play in developing an advisory culture.

Understand best practices to developing a culture of business advisors.

Embrace specialization and how it leads to great advisors.