"Segmenting" is nothing new in the accounting profession. It's another term for dividing a marketplace into well-defined groups of likely buyers. It's the foundational step in developing a firm's industry niches and service lines.Although segmenting and then developing niches is a commonly recommended strategy, many CPA firms remain relatively unsophisticated regarding this technique. The result is that potentially remunerative service lines and industries die on the vine. Niches get stuck in ditches and potential opportunities become road kill!

Yes, but why?

Register or login for access to this item and much more

All Accounting Today content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access