martin bissett, author at 卡塔尔世界杯常规比赛时间 - page 14 of 27

seven things that good advisors skip

plus four reasons why selling is difficult.

what makes a written proposal become accepted by the potential client – every time?

more: nine biz-dev metrics for making partner | how to communicate your value | 4 top communication habits | three questions to evaluate firm culture | sailing the seven c’s to partner
exclusively for pro members. log in here or 2022世界杯足球排名 today.

proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
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featured

crafting the perfect proposal

six keys to turning prospects into clients.

by martin bissett
passport to partnership

what makes a written proposal become accepted by the potential client – every time?

more: nine biz-dev metrics for making partner | how to communicate your value | internal communication can’t be overlooked | communication isn’t about you | 4 top communication habits | the seven levels of communication management
exclusively for pro members. log in here or 2022世界杯足球排名 today.

proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
read more →

checklist

nine biz-dev metrics for making partner

to build a book of business, you need to master “conversion.”

by martin bissett
passport to partnership

like it or not, the 21st-century accountant is in the relationship-building business.

more: how to communicate your value | internal communication can’t be overlooked | communication isn’t about you | 4 top communication habits | the seven levels of communication management | how to measure partner potential | three questions to evaluate firm culture | make firm culture work for you | checklist: partner-ready metrics
exclusively for pro members. log in here or 2022世界杯足球排名 today.

when a qualified accountant learns the art of developing those relationships in such a way as they empower the practice to be able to forecast its new fee income each year, the accountant becomes a profit center and their value to the firm increases tenfold.

featured

how to communicate your value

bonus: exercises to define your worth and tell the world.

by martin bissett
passport to partnership

an advisor is trusted when they can show that they

took responsibility for their end of the bargain in the client engagement,
educated the client of their responsibilities,
offered prompting and assistance throughout but then allowed the client to ultimately govern themselves in terms of following through on their commitments.

more: internal communication can’t be overlooked | 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
exclusively for pro members. log in here or 2022世界杯足球排名 today.

this then empowers the advisor to make a commercial decision when the client now faces the consequences, as to whether they want to communicate even more assistance to make things all better for the clients and gain huge appreciation and emotional capital.
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internal communication can’t be overlooked

bonus checklist: five questions to evaluate yourself.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. several examples really stood out as the first steps in effective communication:

more: 4 top communication habits | 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
exclusively for pro members. log in here or 2022世界杯足球排名 today.

would we put this person in front of a client?
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communication isn’t about you

bonus: three outlooks from our exclusive expert council: pipe, dobek, grundy.

by martin bissett
passport to partnership

what does communication mean at the partner level?

more: 4 top communication habits | 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 | if you’re selling, you’re doing it wrong
exclusively for pro members. log in here or 2022世界杯足球排名 today.

ask yourself and answer these questions when considering the current and future communication tactics that you’ll employ.
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client service opportunities

4 top communication habits

component parts of how the other person perceives your in-person communication

show that you value your clients – and yourself.

by martin bissett
passport to partnership

i’ve had the benefit of meeting, speaking and observing hundreds of very successful and unsuccessful partners over the last two decades and there is indeed a set of differentiating factors that set a partner apart from the chasing pack.

more: the seven levels of communication management | 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
exclusively for pro members. log in here or 2022世界杯足球排名 today.

here are the four “best-selling behaviors” that i’ve observed:
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the seven levels of communication management

plus what they mean for partners.

by martin bissett
passport to partnership

ultimately, when we have to interact with clients, subordinates, superiors or peers, the questions are always the same: who do i need to deliver this information to and what approach would they respond most favorably to?

more: how to measure partner potential | three questions to evaluate firm culture | making partner when competence isn’t enough | the three habits of the rich accountant | 4 reasons selling is hard | why believing in yourself matters
exclusively for pro members. log in here or 2022世界杯足球排名 today.

in arriving at “communication” we come to the most intangible of all the components to obtain a “passport to partnership.”
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how to measure partner potential

read your firm’s cultural blueprint.

by martin bissett
passport to partnership

what conclusions can you draw from your knowledge of how the promotion system works in your firm that you need to keep in mind?

more: three questions to evaluate firm culture | make firm culture work for you | sailing the seven c’s to partner | you can’t land your next client without this | if you’re selling, you’re doing it wrong
exclusively for pro members. log in here or 2022世界杯足球排名 today.

in terms of firm culture, you need to understand the four navigational points of the compass:
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three questions to evaluate firm culture

it’s part of the path toward partner.

by martin bissett
passport to partnership

this second c is a stormy and choppy one, often fraught with political icebergs but navigated diplomatically and with maturity, will lead you through.

more: make firm culture work for you | 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
exclusively for pro members. log in here or 2022世界杯足球排名 today.

case study on culture

deborah had done well. she was bridging the firm’s culture gap and fulfilling its desire to be seen as an equal opportunities employer by becoming the practice’s standout rising star.

featured

defining firm culture for partners

with insight from our exclusive expert council: grundy, pipe, dunn.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses from existing partners of accounting practices in a conversational style. examples that really stood out on the realities of individual variances in firm culture are showcased below.

more: make firm culture work for you | 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
exclusively for pro members. log in here or 2022世界杯足球排名 today.

meaning, can they hold their own intellectually in more senior circles? how would they then behave when meeting with other senior executives as a contemporary of theirs? this is a huge consideration for existing partners as the reputation, goodwill and future new business of the practice is influenced greatly by how well the firm is represented by its chosen ambassador (e.g. you).

featured

make firm culture work for you

bonus: 5 ways to make sure the firm’s people believe in both themselves and the culture.

by martin bissett
passport to partnership

cultural issues are dynamic, very broad and unique in each firm. as such it is a challenge to summarize them accurately and comprehensively.

more: checklist: partner-ready metrics | making partner when competence isn’t enough | the three habits of the rich accountant | 4 reasons selling is hard | why believing in yourself matters | your first sale is to yourself
exclusively for pro members. log in here or 2022世界杯足球排名 today.

from our research, however, the wise choice for anyone wishing to get their passport to partnership appears to be to study

their firm’s existing culture,
that of its senior individuals and
that of those who have the ear of those senior individuals

to understand not only the route to partnership, but the terrain that they need to cross too.
read more →

featured

checklist: partner-ready metrics

three questions on competence, four on branding plus a five-point checklist.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style.

more: making partner when competence isn’t enough | sailing the seven c’s to partner | you can’t land your next client without this | if you’re selling, you’re doing it wrong | what partners don’t tell you
exclusively for pro members. log in here or 2022世界杯足球排名 today.

but two brief but succinct examples on the realities of how a firm assesses an individual’s “competence” for leadership are showcased really stood out:

they need to explain technical data to me in a way that i know they understand.
what kind of lifestyle does this person have outside of work? we’ll be looking at facebook, twitter, and google to find out.

martin bissett

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martin bissett is the author of

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winning your first client,
passport to partnership, and
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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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