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Accounting Firm Discovers the Power of Having a Growth Culture

By Mary Flaherty, Manager, Research and Content Development

Case Study Series: What's Working in Marketing & Selling Professional Services

Rea & Associates, a $32 million, 235-person accounting firm, was growing steadily, but it knew it was missing opportunities and leaving money on the table. It wanted to make business development a part of the firm’s culture and a part of everyone’s job. However, Marketing Director Katie Tolin realized that moving the firm to a culture that truly supported "growth" would be a major undertaking.

"Growth is more than just sales," says Tolin. "We wanted to build an effective sales organization, but we'd also need to focus on innovating our offerings to ensure we were taking new services to market that met market demand."

What would it take to make growth part of the firm's culture? Read the case study to find out what they did.

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