About Author

Dale Crosby

Dale Crosby specialises in change management and has a specific interest in client ommunication and integration of compliance, business advisory and financial advisory services within accounting firms. He has worked closely with accounting firms throughout Australia and New Zealand over the past 15 years.

Author Posts

Pricing pressure top of mind for accounting firms

The recently published CommBank Accounting Market Pulse Report [June 2018], observed that negotiating price with clients was the #1 reported business challenge over the past 12 months for top...

Rise of the solopreneur accountant

Digital disruption and increasing price pressure for compliance work within the accounting sector has resulted in an increase in the number of mergers and acquisitions in recent years. Many...

The Proactive Manager – Focus on Compliance or Advice?

As accounting firms move from a dominant focus on compliance in the work they do with clients to a focus on both compliance and advisory skills, the role of...

The future for young accountants – Drivers of change and new skills in 2018

The Future For Young Accountants – Drivers of change and new skills in 2018

The ACCA (Association of Chartered Certified Accountants) is a global body for professional accountants, with over...

Is ‘More High Value Business Clients’ a pipedream?

Every principal and partner of a small accounting firm wants to attract high value business clients. However, it seems that many of these clients don’t necessarily want to work...

7 Step Process to Achieve Revenue Growth Targets

What are your firm’s revenue growth targets for the next 12 months? Do you have a formal plan in place to identify opportunities to service existing clients better and...

Is 5% revenue growth enough for your firm?

In recent years, many accounting firms are struggling to achieve significant growth in revenue. Much of this has to do with increasing efficiency and decreased value of tax compliance...

The Truth About Price

It’s been close to 20 years since Ron Baker published his book ‘The Professional’s Guide to Value Pricing.’ In that time, there’s been a lot of discussion about what...

Is Collaboration the solution or the problem?

As accounting and advisory firms become more integrated with multidisciplinary services, there’s been a stronger focus on internal collaboration – the sharing of knowledge and information – to improve...

Technology, Outsourcing and the Future of our Young Accountants

There’s no doubt that technology and outsourcing are both having a significant impact on the way that financial data is collected, processed, analysed and delivered to clients. Larger accounting...

5 Secrets Of Successful Business Coaches

Many accountants say that they struggle to move from the technical to advisory space in working with business clients. Often, it’s simply lack of confidence that prevents us from...

Why won’t clients pay for what they need?

We’re all familiar with the refrain that clients want ‘more listening, more advice, more support in reaching their financial goals.’ However, we also know that, in reality, many of...

The journey from accountant to analyst

The development of business analytical skills is increasingly important as partners and managers of accounting firms make the transition from a compliance to advisory focus in their relationship with...

Just give me some practical advice

If you’re a leader in public practice, one thing’s pretty certain. You’ve grown tired of being beaten over the head with discussions about cloud technology, business advisory services and...

Why Technology Needs A Human Face

Public practice accounting is similar to most other industries that are starting to feel the real impact of technology on the way in which we manage our work, our...

High Tech with a Soft Touch – Client and Team Engagement

The so-called ‘digital disruption’ is leading to significant changes in the way that the leaders of accounting firms manage their work, their people and their clients.  Cloud accounting, bank...

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