here’s what you’re looking for: martin bissett

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if you’re selling, you’re doing it wrong

businessman holding two papers with happy and angry face each on themstart treating it like a service.

by martin bissett
winning your first client

being a successful person according to your own measurement of that, and your own goals and your own standards is different for everyone.

more: 8 questions for business success | why believing in yourself matters | what partners don’t tell you | don’t wait for business to come to you | your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

if you’re comfortable with yourself, it’s very likely that others will be too. if you understand the value that you offer (how you can improve a client’s situation to move them closer toward their personal and professional aspirations), you’re likely to be able to convey that value in front of a prospect.
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featured

8 questions for business success

hint: be successful in life first.

by martin bissett
winning your first client

you know the identity of your first client, and if you buy into you, then there’s a good chance of potential clients being prepared to do so, too.

more: why believing in yourself matters | what partners don’t tell you | don’t wait for business to come to you | your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this is what we must remember about the purchasing of professional services such as accounting. if your prospective client is a grade a or b style opportunity for your firm, then they are not buying the services you provide per se. the services are the vehicles of delivery; the means to the end.
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why believing in yourself matters

young man fixing collar in mirrorperception, even your own, is reality.

by martin bissett

“no man has the ability to step outside of the shadow of his own character.”
— robespierre

as far as our potential clients are concerned, how they perceive us is how we really are to them, regardless of the truth of the matter.

more: what partners don’t tell you | don’t wait for business to come to you | your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

because of this, it’s important to realize that when we are meeting a new potential client who has not been referred to us, it does not matter what the reality of our value proposition is; it matters how that potential client perceives our value proposition. therefore, to be effective
in winning work, we must understand how we can positively influence their perception of us at each stage of the relationship-building process.
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client service opportunities

what do you sell on?

8 key questions to get you started on your accountability journey.

by martin bissett

the secret to overcoming failure to correctly implement a successful business development strategy is by “winning your first client” and this starts by being accountable to someone for your performance.

more: what partners don’t tell you | don’t wait for business to come to you | your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

now that “someone” may be your fellow partners in the firm. if you are a senior manager, that may be the partner to whom you report.
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what partners don’t tell you

//www.g005e.com/2021/04/29/industry-experts-speak-on-partner-competence/
dobek, tierney, baker

four outlooks from our exclusive expert council.

by martin bissett
passport to partnership

the skill in producing financial reports is limited by the quality of the information presented to the cpa by the client. the motivation of the client to influence that financial information comes in many forms, some intentional and some unintentional. competence comes first in being able to resist pressure and present a true and accurate position of the client’s organization.

more: don’t wait for business to come to you | your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

sounds obvious, doesn’t it? but there’s a twist.

competence doesn’t actually rank highly among the requirements for partners in our study at all.
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don’t wait for business to come to you

hand using key to unlock doorit’s called failure to implement. ouch.

by martin bissett
practice growth checklist

have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, the “six keys” to one thing, and the “four keys” to another?

more: your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it also seems that every book is a “game-changer” now, to the point where it is difficult to understand what the game is anymore, never mind how to play it.
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your first sale is to yourself

screen shot 2015-01-16 at 8.11.40 amcan you win over your first client?

by martin bissett
the martin bissett practice growth system

winning your first client is all about understanding why someone would buy from you before you ever speak to them, before you ever meet them before you ever start the preparation for talking to them.

more: martin bissett is the author of: winning your first client | passport to partnership | meet your new best client and | business development on a budget

goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this discipline too often goes unexplained by most sales training programs offered to the accounting profession, but ultimately we have to be comfortable with who we are and the value that we offer.
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client service opportunities

covid slams u.k. accountants, too

martin bissett reports on life, business, winners, and losers from england.

by 卡塔尔世界杯常规比赛时间

you can divide accounting firms in the u.k. much like you can in the u.s. – into those that act proactively, and those that don’t, martin bissett tells 卡塔尔世界杯常规比赛时间 in a video interview. and that’ll be the difference, he says, between those that survive the pandemic and emerge as market leaders and those that don’t.

卡塔尔世界杯常规比赛时间 is providing free access to our latest coronavirus crisis updates: start here for a guide to all our free coverage.

“what accounting firms should be doing is: they should be understanding that their goodwill for years, if not decades, to come is built now,” says bissett, an expert contributor to 卡塔尔世界杯常规比赛时间 and the author of a number of manuals and handbooks. “people are going to remember how they acted now in the time of crisis. they should be proactive, number one. proactive means phone calls, zoom calls, instigated by the practice, not by the client.” read more →

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how to forecast your practice growth

financial graph on blackboard5 questions to ask yourself.

by martin bissett

if i could give you one tip that would assure that you could predict your consistent practice growth, it would be to look at your calendar.

more on business development: build and maintain your referral system | how to calculate your growth target | how to create a winning proposal | how to prepare for the first meeting with a new prospect
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you need to look at what is on your calendar and to look at today’s date and ask, “where is the money coming from this month?” look at what recurring fees you have, look at the value of those fees and what they bring in. then consider what would happen if any of those fees did not recur. look at what would happen if those fees dropped out of the equation and think about how you would replace that income.
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