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martin bissett: gaining the trust of a client [video]
martin bissett: communicating your value [video]
martin bissett: following up the first meeting [video]
martin bissett: many sources of rain [video]
martin bissett: overcoming the fear of being better [video]
free download: martin bissett’s practice growth checklist
13 critical questions to benchmark you and your firm
by martin bissett
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these are difficult questions. but the checklist can help you gain a fuller understanding of how your firm is growing – or why not. and it can help you understand and identify the best areas to address.
now, with a sharp pencil in hand, please proceed with the checklist.
when silence is golden … and not
a cautionary tale about commitment for partners-to-be.
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 on the passport to partnership: what commitment means now | 13 steps to true commitment | when to ignore a white lie: a cautionary tale | communicate your worth and value | best practices for one-on-one communication | learn to read your firm’s culture | experts advise what partnership takes
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1 – what is my first reaction to being asked to work outside of my normal hours?
what commitment means now
do you and your firm have the same perception?
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.
so many use us as a stepping stone and we’re now trying to determine who those are at the interview stage.
more on the passport to partnership: 13 steps to true commitment | how good is your network? | rfps: 7 things not to do | 5 ways to evaluate your communication | 7 levels of communication management | 5 ways to get buy-in for firm culture | partnership: competence is just the foot in the door
proof – if any were needed – that long-term commitment is not a given in the next generation of accounting professionals.
read more →
13 steps to true commitment
what it means for partners.
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 just yesterday were our colleagues on a level playing field.
more on the passport to partnership: how good is your network? | shift thinking from ‘we’ to ‘you’ | 7 mistakes to avoid when going after new work | why communication matters so much | 3 questions to evaluate your firm culture | competence: more than technical skills | are you partner material? maybe not
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 culture of the firm a lot better than we do right now. we may have to lead these people as the head of a department and if so, they’d better be on our side.
read more →
how good is your network?
bonus checklist: 5 questions to evaluate your network and skills.
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 on the passport to partnership: shift thinking from ‘we’ to ‘you’ | when to ignore a white lie: a cautionary tale | communicate your worth and value | best practices for one-on-one communication | learn to read your firm’s culture
- 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?
shift thinking from ‘we’ to ‘you’
businesses place value on expertise.
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 on the passport to partnership: when to ignore a white lie: a cautionary tale | rfps: 7 things not to do | 5 ways to evaluate your communication | 7 levels of communication management | 5 ways to get buy-in for firm culture | partnership: competence is just the foot in the door | are you partner material? maybe not
businesses are in need – sometimes desperate need – of your technical expertise and caring approach.
read more →
when to ignore a white lie: a cautionary tale
how well do you represent your firm?
by martin bissett
passport to partnership
the passport to partnership study collated a number of responses in a conversational style.
more on the passport to partnership: rfps: 7 things not to do | 7 mistakes to avoid when going after new work | why communication matters so much | 3 questions to evaluate your firm culture | competence: more than technical skills
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.
read more →