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Specialization Benefits and Growth Insights

Specialization Benefits and Growth Insights


by Hugh Duffy


Segment or niche? In this episode of Accounting Marketing Doesn’t Suck, host Hugh Duffy talks with Gale Crosley, owner of growth consulting firm, Crosley + Company all about small and large firm growth, why it pays to specialize and the glue that holds segments together. In this episode, you’ll learn about what Gale calls “revenue segmentation” and how that can help you build out your specialization, what areas need more CPA-power (hint: crypto consulting and AI consulting) and why it takes three years to gain traction in carving out a niche. Join us!

Guest Bio: Gale Crosley

Gale Crosley, CPA, has received the accounting profession’s “The Advisory Board Hall of Fame.” She was selected one of the 10 Most Recommended Consultants in the Inside Public Accounting BEST OF THE BEST for 14 years, and one of the Top 100 Most Influential People in Accounting by Accounting Today for 13 years. She consults with mid-market accounting firms, assisting managing partners, to effectively increase their firm’s revenues. She guides them through development of the best strategies to achieve aggressive revenue growth objectives.

Gale’s years of experience features a unique combination as a practicing CPA at Arthur Andersen, PwC, and a local CPA firm. She has also held senior management roles in the cutting edge technology environment with IBM, and several start-up technology companies.
Gale has helped hundreds of large and large-thinking firms, both domestic and international, create high growth cultures, driving revenue from all aspects of the firm.

She is an honors accounting graduate from the University of Akron, Ohio, and winner of the Simonetti Distinguished Business Alumni Award. Gale is a licensed CPA in Ohio and Georgia, a member of the AICPA, the Ohio Society and Georgia Society of CPAs, and is on the Editorial Advisory Board of the Journal of Accountancy.

Her cornerstone book, At the Crossroads, chronicles the challenges and successes of a fictional CPA firm struggling with growth.

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Hugh Duffy, BYF CEO and Co-Founder

Hugh is the consummate marketing coach for accountants and takes pride in the impact that it has on their practice, and lives. Hugh has more than thirty years of marketing experience. Since 2003, he has been teaching accountants on how to improve their marketing and make more money from their accounting practice.