Making the right moves during this economic downturn is obvious, right? Actually, making the right moves right now may mean taking a counter-intuitive approach. Sometimes, in order to lead the orchestra, you have to turn your back on the crowd.

Bill Sheridan, Electronic Communications Manager/Editor of the Maryland Association of CPAs, interviewed me on the topic of what professional services firms should do in light of a rush to contract and compress their business operations. Here are some of the topics we discussed; the answers may surprise you:

• Keys during market downturn
• The trap of an inward focus
• You can’t cut your way to growth
• Who do buyers buy from?
• Why is selling a four letter word in professional services?