just as cpas apply rigorous discipline to deliver services, so too can firms achieve growth.
by gale crosley
crosley co.
you know the services your firm has to offer and you know who your target buyer is. in order to drive growth you need to align these elements in an act of strategic matchmaking. if you’ve been relying on referrals as a way to achieve this you’re operating with about one-and-a-half hands tied behind your back.
more crosley: survey: technology will solve labor shortages | four-part plan to re-ignite revenue growth | not all fish need audits | the 4 new growth engines in today’s marketplace | change catches up with auditors | the 6 elements to sustainable growth for cpa firms | jody padar’s new vision for the ‘new accounting’ | reality check: achieving world-class growth requires real-world intelligence | crosley: the new growth evolution | expand your vision and expand your business | leveraging leadership: a new way of looking at growth | are you creating a sustainable firm? |
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the required firepower cannot be unleashed by occasional meetings and introductions. instead you need to energize your efforts by cultivating focused channels of distribution. this will take your efforts from tactical to strategic and lead to a more powerful growth experience.
a distribution channel is the way you find your buyers and they find you in large numbers. distribution channels are the individuals, businesses, organizations, websites, events, publications and places your buyers prefer. the possibilities are limited only by your knowledge of your prospective buyers and your ability to seek them out. the best channels are those your competitors have never considered.
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