Tag Archives: Chartered Accountants

You Know You’re A Strategic Niche When….

  You Have a Champion An industry or service line you are focused on needs a champion devoting a considerable amount of time to the service or industry. Without a champion, your desire to grow the firm revenue from that … Continue reading

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Going Once, Going Twice… Prepare Clients For A Sell Not An Auction

  Recently I spent several days at a conference for the Alliance of M&A Advisors (AM&AA) where 450 people showed up looking to find, make, or learn more about deals. There was even a deal lounge where buyers and sellers … Continue reading

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Reduce Your Scope and Grow

  The founder of Boston Consulting Group Bruce Henderson once said, “nearly all companies I have known have a number of businesses they should not be in”. Even prior to founding BCG in 1963, Henderson was working for companies such … Continue reading

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Business Owners See Value with Industry Expertise

  Every niche needs a leader and every leader needs a team. Operating on an island, as a generalist, works when you are a sole practitioner or your firm is in a startup mode. As a generalist, accounting firms can … Continue reading

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The Two Hardest Sales Hurdles

  Early in my career I learned the hard way that getting a new client is not always the best thing that can happen. Yes, there is the instant gratification of knowing you connected with someone who believed in what … Continue reading

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Pricing Dilemna

During a recent training session a client asked the following question: Question: We are a mid-market firm and we compete against smaller and larger firms and the price is set  by the other firms do we give them (the prospect/clients) … Continue reading

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Connect Your Clients Capital

I had the pleasure this week of helping to host Mike Nall, who is the President of the Alliance of Merger & Acquisition Advisors (AM&AA), at our office in Nashville. Mike has grown his AM&AA group from 20 members to … Continue reading

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Peer Pressure – Its Not Just A Teenagers Condition

I have 3 children, ages 15, 13, and 1. As anyone with teenagers can attest, the idea of being seen as different is a bad one and conformity is king among these soon to be adults. Teenagers want to fit and ‘blend … Continue reading

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3 Keys To Building A Power Niche

I was talking recently with Bill Choler, a niche leader in his firm in Akron/Canton, Ohio about his manufacturing niche. Bill’s team has grown the niche to $6.5 million in a very competitive market that only has 100,000 population base. When I … Continue reading

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Sometimes Its Not What You Do…Its What You Don’t Do

I had an interesting conversation with the Managing Partner of a firm last week and part of the discussion moved toward client retention, pricing, and how competitive the market is. As we continued, it was clear that more often than … Continue reading

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