Most public accounting firm leaders have come to realize that firms today exist in an environment of differentiation and specialization. It is no longer effective to send a message to the market that “we provide quality tax, audit, and assurance services.” This generic message simply does not resonate with potential clients because every firm can make that claim. It is not a winning statement that leads to a valuable client relationship.
We are in an environment of specialization. Increasingly CPA and advisory firms who operate a generalist practice are losing ground to those who operate as niche practice specialists. It makes sense, business owners and managers want to know that you understand their businesses and their industries and that you can anticipate their needs.