Are You Prepared to Stand Apart in Your Market for the RIGHT REASONS?

There was  once a time when CPAs had reason to expect to bring in new clients simply because they are pleasant to work with. There was also a time when CPAs could count on fellow-alumna to become their clients. There was even a time when CPAs could be more competitive by providing services at the lowest price in town. If you still think these statements are true, your firm is no longer...

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Grow Your Practice by Building a Niche

Working with professional services firms that want to build their business, I meet partners who want to grow their business in specific ways. One practice development tactic that is perennially popular is to declare and build a niche. This is a very good way to grow your business – but only if you do it in the right way. I frequently come across firms that have four clients in the same industry...

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What Can You Build a Micro-Niche Around?

People often build around things, incorporating them into the design of a house or building because they do not want to destroy something (a tree, for instance). There is a great deal of intentionality and effort in doing this. CPAs and other professional services providers can also, with great intentionality, decide to build a portion of their business around something they do particularly well...

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How the Small Firm Can Win in Competition with Big Firms

Most people know the story of young David who felled the giant soldier Goliath with a single well-aimed stone from his slingshot. The story has given hope to many people in many situations – the little guy really can win. The little guy can take on a “giant” and win, despite the apparent impossibility of winning. This story can also tell us something about how the small firm can win in...

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Are You a Commodity or an Expert?

How do you answer the question for your firm: “Are you a commodity or an expert?” Most CPA firms are commodities. Building a micro-niche boutique within your firm and capitalizing on the expertise of your partners and staff can change your answer. Now answer the same question about yourself: “Are you a commodity or an expert?” Chances are very good that you are a commodity, as well. How...

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