The world is flat, according to the best-selling book by Thomas Friedman. He writes about technological changes that are linking people and breaking open business opportunities at warp speed. That's certainly the case for forward-looking CPAs, especially those in mid-market firms. Just a few years ago, it was unthinkable that a midsized CPA firm could compete and win multi-location opportunities from prospects with operations outside of the U.S.However, more midsized businesses now have operations around the globe. Additionally, what's changed is a result of client dissatisfaction with treatment or results from larger firms. In other instances, regulatory-driven arm's-length relationships between auditors and clients have generated new interest in secondary providers.
How are successful players mining these larger, multi-continent, multi-firm opportunities? There are two primary strategies: looking for help from the international members of the CPA association they've joined, and mastering the mechanics of landing large opportunities.
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