Show:
Cast of
Characters
Old Dogs,
New Tricks
Best
Practices
Practice Growth Model
Grab
Bag
100
Known for their uncanny ability to identify, nurture and secure new business with ease and finesse:
Who is a "Rainmaker"?
100
This behavioral element is often overlooked by CPA’s as an asset:
What is "Flexibility"?
100
Having identified need, potential, and a bona fide decision maker:
What is a "Qualified Lead"?
100
The process by which firm's identify where they are and where they are going::
What is the "Practice Growth Model"?
100
These are the foundation for understanding the nature of a business niche and heightening a firm’s visibility
What are "Research Calls"?
200
The goal of sharing the firm’s message and voice is best carried out by:
Who is "the entire firm"?
200
The area in which information is stored as a lead moves through the process of becoming a client:
What is a “Pipeline”?
200
The spreadsheet that “slices and dices” a firm’s service lines and industry niches:
What is “Revenue Segmentation”?
200
DAILY DOUBLE! There are this number of levers of practice growth:
What is "Four"?
200
Gale Crosley is originally from this fine state:
What is "Ohio"?
300
Armed with specific knowledge, this single person is always part of the professional organization that governs this field:
Who is a "Certified Public Accountant"?
300
The pot of gold at the end of the rainbow begins with:
What is “Change”?
300
As part of opportunity management for their largest clients, firms should conduct these quarterly:
What are "Internal Opportunity Reviews"?
300
The act of creating long term strategy, involving segmenting, targeting, positioning, and creating awareness.
What is "Marketing"?
300
A rival of Crandall & Potter, this is the “blockbusting” Philadelphia CPA firm.
What is "Weinstein & Federman"?
400
An entity with whom we’ve had an initial discussion about providing service to:
Who is an “Unqualified Prospect”?
400
The measurement of Strengths, Opportunities, Weaknesses and Threats:
What is a "SWOT Analysis"?
400
Rainmaking, delivery and management:
What are the "3 skills necessary to make a niche grow"?
400
This process is the foundation of the Practice Growth Model:
What is "the Rainmaking Process"?
400
Formerly called leads, they are now called:
What are "Opportunities"?
500
DAILY DOUBLE! The Minneapolis firm of Crandall & Potter is under the direction of:
Who is "Joe Abriola, Managing Partner"?
500
Previously known as a laid back gathering, it now reflects the act of mapping out a strategy to move forward aggressively:
What is a “Strategic Summit”?
500
The pipeline reviews are recommended to be led by the managing partner and held this often:
What is "twice monthly"?
500
In an typical CPA firm, about 39% of revenues come from this number of clients:
What is "39"?
500
The two elements that go hand in hand, leading to the formation of core values, a strategic plan and the process to implement the plan.
What are the “Company’s Vision” and “Mission Statement”?