Best of Crosley - The Business Discipline of Practice Growth       [Article]

More often than not, CPA firms rely on a few partners to generate business for the rest of the firm. At some point in the firm's history this approach not only sub-optimizes growth, but as rainmakers retire, poses a real threat to the future growth of the practice. Attempting to change can challenge the leadership with strategic, cultural and political obstacles. The Best of Crosley represents a smorgasbord of the best concepts, strategies, tactics and implementation approaches from Crosley's consulting with firms across North America and Europe.

Today, more large, proposal-driven opportunities are surfacing than ever before - from Big Four clients considering a move, to clients of firms no longer servicing a market niche. But winning means attacking them as a team, not a solo act. These opportunities are more competitive and complex. This presentation focuses on how CPA firms are accomplishing the task. It includes a discussion of how to manage the entire process with pipelines and pipeline reviews, as well as specific concepts and techniques to turn larger opportunities into sources of growth. Tales from the Crosley Crypt gives attendees the opportunity to dissect actual losses and determine where the teams went wrong.

Landing large competitive opportunities is difficult. And when multiple firms are involved, opportunity pursuit is especially challenging. This session highlights the obstacles in landing larger pieces of business when multiple firms within an association are involved. It covers how to select a multi-firm pursuit team, develop a pursuit strategy, utilize the strength of the association, articulate the value of the association to potential buyers, identify roles that other firms can play in developing and closing the business, and practical considerations in working as a multi-firm team.

Where are the Women Leaders?

Creating a Women's Program in Your Firm

Keeping Your Niche Out of the Ditch     [Article]

Launching services and industries, and keeping mature ones fresh, has never been more important to CPAs than in today's rapidly changing environment. But there are many challenges. How can mature offerings contribute maximum margin? How do you get your first clients for new offerings? This discussion centers on being successful with both new and mature offerings.

Turbo-Charging Lead Generation     [Article]

Professionals constantly struggle with producing enough leads to grow the practice. The issues surrounding converting a network of contacts into a client revenue stream are universal - where to find the best contacts, what to do with a business card, and how to turn exploratory meetings into an abundance of lucrative revenue. This topic explores effective approaches to these challenges

Conferences and Events

This module addresses making more of every conference or event. It includes overcoming the anxiety of meeting new people in a social setting. It offers suggestions on how to target the right individuals, what to say, how to mingle, exchange business cards, follow up, and maximize your efforts in any social or business setting.

Hiring a Business Developer

Integrating a business developer (sales person) into the firm is a significant challenge for most CPAs. Why? Firm rainmakers have been performing this function - albeit on a less-than-full-time basis - for decades. The insertion of a professional business developer changes the landscape. The worlds of the CPA and business developer are literally "worlds apart". The objective of this session is to help you provide an optimal environment for your business developer to succeed.

Building Value

How do you build value? Where does it fit in the sales process? How do you use it as a competitive advantage? This topic explores the challenges involved in building value in selling situations, enhancing your odds to win.

Innovating Professional Services

Innovating to meet market needs is often a challenge. CPAs are so focused on getting today's work done, that they don't spend the time to determine how to evolve their services. This presentation discusses how to innovate so that your offerings continue to be fresh and market relevant.

Relationship Building Skills

Successful business development relies upon fundamental skills - positioning yourself with potential buyers and questioning to uncover needs. This session includes the rainmaker model and development ladder, developing a positioning statement, and using powerful questioning techniques.