82 search results for crosley

it’s a new generation in lead generation

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the old ways just won’t cut it any longer!

by gale crosley, cpa
cpa firm growth consultant

the more things change, the more we need to change with them. massive shifts in market conditions are profoundly affecting our profession. but it’s not just the market that’s recalibrating. we’re also in the midst of a revolution in information gathering, which influences how our buyers think and how they make decisions.

these changes represent a realignment of our universe. they demand that we move beyond old, familiar ways of generating leads and adopt new strategies that reflect today’s environment. read more →

four keys to success at seiler cpas

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lessons from a seasoned firm with steady vision. by gale crosley cpa firm growth consultant crosley + co. seiler llp, based in redwood city, calif., had always served high net…

how accounting firms are re-building their sales pipelines

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it takes time, technique and training.

by rick telberg

today, when business is tight and competitive, accounting firms are scrambling for new revenues. but they’re discovering it takes time and effort to fill a sales pipeline. it takes training, coordinating teams, coordinating market initiatives.

and then you drill down further and you need to know what your markets are. and that opens a whole new panoply of questions for a firm, questions about understanding the client’s real needs, questions about how a prospect wants to be approached, questions about what kinds of clients you really want. at the same time, fees are under huge pressure.

gale crosley, cpa firm growth consultant
gale crosley, cpa firm growth consultant

what’s the answer? it starts, says cpa firm growth consultant gale crosley [click here to buy her book.], with understanding that “the key competency to winning business is knowing how to discover and build value at the client level.”

the greatest value is not in the technical. the value is in understanding and addressing “the situation around the offering.” the client doesn’t want to hear you boast about doing a better audit. to the client, an audit is an audit. with that approach, she says, you “never get to the deep, hidden and personal needs the client had.”

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