martin bissett, author at 卡塔尔世界杯常规比赛时间 - page 13 of 27

prepare the next generation now

they will look to you for an example.

by martin bissett
business development on a budget

if you are a partner in your firm, you may already have asked yourself the all-important question: how can i successfully retire and have someone else take over the firm?

more: five ways to show commitment | comfort vs. complacency | how are you showing your commitment? | five questions about your network | seven things that good advisors skip | internal communication can’t be overlooked | the seven levels of communication management | make firm culture work for you
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the partner who has a satisfactory answer to that question is the one who is committed not only to developing business and building the firm on a regular basis, but also to developing and preparing the next generation of professionals in the firm.
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pro member exclusive

five ways to show commitment

the cliché is true: you have to walk the walk.

by martin bissett
passport to partnership

there’s no doubt that consistent commitment is not as widely practiced as current partners of accounting firms might like to think.

more: comfort vs. complacency | are you committed to your firm? | nine points to check before hello | why clients struggle with growth
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business success is built on a dedicated team with a shared vision giving their all for the realization of that vision and the development of the next one.
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growth strategies

comfort vs. complacency

don’t let recurring fees kill your practice.

by martin bissett
business development on a budget

as you know, the traditional accounting firm model is firmly based on the reality of recurring fees that come in from clients every year. we can rely on these and forecast accurately how much revenue they bring in – which hopefully covers overheads and direct expenses of the business.

more: are you committed to your firm? | selling isn’t hard | selling happens all the time | do you make your firm look good? | how to communicate your value | 4 top communication habits | three questions to evaluate firm culture
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this is a good thing, right? well, maybe not as much as you think.
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pro member exclusive

are you committed to your firm?

there are times to be silent.

by martin bissett
passport to partnership

ask yourself and answer these questions when considering the current and future “commitment” behaviors that you’ll employ.

more: selling isn’t hard | how are you showing your commitment? | nine points to check before hello | selling happens all the time | five questions about your network | why clients struggle with growth | do you make your firm look good? | seven things that good advisors skip
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1 – what is my first reaction to being asked to work outside of my normal hours?

2 – how well do i understand the history and ethos of this firm and do i appreciate what the current partners have had to do to get this firm to where it can afford to pay me today?
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marketing & sales

selling isn’t hard

it’s a new skill. you have to practice.

by martin bissett
business development on a budget

if winning new clients is simply a matter of being yourself, why is selling so difficult for accountants? well, it’s a combination of several factors, but there are two main reasons.

more: how are you showing your commitment? | nine points to check before hello | why clients struggle with growth | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | making partner when competence isn’t enough
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first, accountants have not traditionally been required to sell. maybe your practice has grown by referral – business has come to you and you haven’t had to do much to win that business. unfortunately, however, business doesn’t always walk through the door; you don’t know how often it will, or what caliber it will be when it does.
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pro member exclusive

how are you showing your commitment?

bonus: a personal purpose checklist.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. the need for commitment is showcased below and was repeated many times in various different ways.

more: nine points to check before hello | selling happens all the time | do you make your firm look good? | how to communicate your value | 4 top communication habits | three questions to evaluate firm culture
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so many use us as a stepping stone and we’re now trying to determine who those are at the interview stage.

proof – if any were needed – that long-term commitment is not a given in the next generation of accounting professionals.
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marketing & sales

nine points to check before hello

how do you feel in your own skin?

by martin bissett
business development on a budget

winning your first client is also known by various other names, including closing the first sale and winning the first deal. no matter what it’s called, it is one of the central principles you must follow as you begin the business development on a budget process.

what does it mean?

more: selling happens all the time | five questions about your network | seven things that good advisors skip | internal communication can’t be overlooked | the seven levels of communication management | make firm culture work for you
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basically, it represents a mindset you must develop before you ever speak to a prospective new client. i developed the principle of winning your first client in response to a common concern often raised by partners of accounting firms – one that holds them back from going after new business. it’s the belief that they don’t really have anything to offer above and beyond what an organization is receiving from its current accountant.
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featured

thirteen choices for true commitment

how to show the partners you mean business.

by martin bissett
passport to partnership

rising from senior manager to partner often means being promoted ahead of our peers and contemporaries. it creates a gap in earnings, stature and influence compared to those who were our colleagues on a level playing field just yesterday.

more: selling happens all the time | five questions about your network | seven things that good advisors skip | internal communication can’t be overlooked | the seven levels of communication management | make firm culture work for you | sailing the seven c’s to partner | you can’t land your next client without this
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it can also mean that if we are coming into a firm from the outside, we are being promoted over people who have served at that firm for many years and understand the firm’s culture much better than we do now. we may have to lead these people as the head of a department and if so, they’d better be on our side.
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featured

selling happens all the time

five ways to make it easier to swallow.

by martin bissett
business development on a budget

selling is not something you abruptly need to go and do, and it’s not a suit you wear or a personality you adopt. you don’t need to suddenly be nicer or different because you are out of your comfort zone.

more: five questions about your network | why clients struggle with growth | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | checklist: partner-ready metrics | checklist: 10 keys to landing your next client | focus on your client’s concerns, not yours | 8 questions for business success
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for you, going forward, selling means a constant quest to build a perception of yourself and your firm. once you buy into that idea, you can relax and realize that selling is not the enemy but the conduit through which you access new areas of business by demonstrating the value cpas bring to clients.
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featured

five questions about your network

determine how to describe your successes.

by martin bissett
passport to partnership

ask yourself and answer these questions when considering the current and future conversion tactics that you’ll employ.

more: why clients struggle with growth | do you make your firm look good? | seven things that good advisors skip | nine biz-dev metrics for making partner
exclusively for pro members. log in here or 2022世界杯足球排名 today.

if i were to start today, could i name four businesses that i’d like to reach out to?
what is our firm’s net fee growth goal this year and what can i do to contribute to it?
what do i need to do to be able to handle the tough stuff like negotiation, pricing and handling objections? what start to learning these skills can i make today?

client service opportunities

why clients struggle with growth

they need you. do they know why?

by martin bissett
passport to partnership

please start understanding, valuing and respecting your own value in the marketplace with clients who could not reach their goals without you.

more: do you make your firm look good? | seven things that good advisors skip | internal communication can’t be overlooked | the seven levels of communication management | make firm culture work for you | sailing the seven c’s to partner
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businesses are in need – sometimes desperate need – of your technical expertise and caring approach.

take that to them instead because, speaking as one who is looked after well myself, we love it and we are prepared to pay a premium without ever asking for discounts.
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featured

five biz dev steps that aren’t so scary

you’re selling all the time, whether you realize it or not.

by martin bissett

over the years, many partners have told me about their struggles to grow their firms proactively, the main one being that they feel they must sell, which goes against the grain for them. have you ever felt that way?

more: do you make your firm look good? | seven things that good advisors skip | nine biz-dev metrics for making partner | how to communicate your value | internal communication can’t be overlooked
exclusively for pro members. log in here or 2022世界杯足球排名 today.

perhaps you’ve never had to sell before, and it is taking you way out of your comfort zone. you are entering into unfamiliar territory, that alien landscape called “selling.”
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featured

do you make your firm look good?

a cautionary case study.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. the main example that really stood out as the major indicator of a need for each future leader to be able to convert new business is showcased below and was repeated many times in various different ways.

if this person wants to be considered for partnership in the future, we look at how are they promoting the firm to potential clients now.

meaning: if you’re trusted enough to represent the firm publicly, what perception are clients and potential clients getting about the firm based on their interactions with you?

more: seven things that good advisors skip | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | checklist: partner-ready metrics | checklist: 10 keys to landing your next client
exclusively for pro members. log in here or 2022世界杯足球排名 today.

martin bissett

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martin bissett is the author of

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winning your first client,
passport to partnership, and
meet your new best client

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he is the founder of the upward spiral partnership ltd., the uk-based consulting firm that specializes in the implementation of professional selling and leadership skills in the next generation of accounting professionals.

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previously, martin served ten years on the board of directors of the uk’s leading provider of high-quality new business appointments for accountancy firms. there, he held the responsibility for the nurture and organic growth of the organization’s new client base, including six of the uk’s top 30 firms of accountants.

martin became fascinated by the apparent juxtaposition of partners not vocalizing what they were looking for in terms of an accomplished skill set from their potential future partners and their managers not asking to discover what that skill set included, despite wanting to reach that very position. in a profession with a supposed “succession crisis” on the horizon, this apparent stand-off struck him as curious.

this has led upward spiral partnership to personally interview several hundred partners and managers in the us and uk to learn what partners are looking for and how the managers see their own future in the firm. there are, of course, firms that have addressed this issue already, and their initiatives have also been captured.

the results of the research, including both the consensus and the exceptions to the general opinion, is called “passport to partnership.” this study provides the highlights of each factor that the majority of partners interviewed use as their criteria when evaluating whether someone in their organization can make it to the top.

as a result of the combination of his experience, intellectual property, and this proprietary research, martin now consults with accounting firms in the uk, europe, and the usa to support them in their transition through to the next stage of their development and growth.

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