Accounting firms start most of their niches because they noticed a firm concentration of a particular type of client. For example, they might have a number of construction companies as clients, or restaurants, or physicians. A particular expertise has been developed, and the decision is made by the firm to leverage that knowledge to go after similar new clients.

In some ways, it is a bit of a wait-and-see attitude, a kind of once yearly exercise evaluating the new work and clients obtained over the prior year. It is typically done at a firm retreat.

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