passport to partnership

research-driven, real-world proven

launched, tested and first widely deployed in the u.s. by the pennsylvania institute of cpas.

“outstanding!”

lee m. osborne, cpa, cfe
president, osborne rincon cpas

format designed to be put to work in daily practice

softcover, 8.5 x 11 inches, over 200 pages. including: proprietary research findings, with step-by-step instructions, full-size workbook, tear-out worksheets, questionnaires, forms, tests, assessments, and checklists. bonus: downloadable worksheets, forms, and checklists.

proprietary research from top firms

passport to partnership is based on hundreds of interviews with partners and staff at 30 of the most successful firms in the u.s. and the u.k. ranging from sole practitioners to multinational firms, consultations with a dozen experts, and two decades of experience. the results are combined into succinct, actionable findings and practical step-by-step advice. the research project remains ongoing, expanding throughout the u.k., the u.s., canada, the middle east, and central europe.

expert council advice

with contributions from a panel of world-renowned advisors and practitioners

clockwise from upper left: ron baker, sarah dobek johnson, lisa tierney, mike mister,
david grundy, steve pipe, gordon gilchrist, damien greathead,
bruce w. marcus, paul dunn, mark lloydbottom, ian brodie

tried-and-true rave reviews

martin’s research on accounting firms reveals that there is a disconnect between firm partner expectations of future leaders and what staff think are the keys to successful leadership development. his training helps professionals bridge this gap. his work with future leaders helps them identify their personal goals, understand the basic principles of client development, and incorporate culture and commitment into the mix. participants find his style of training engaging and informative, and frequently turn to martin as a trusted advisor as they navigate their career path.

— michael d. colgan, cae, ceo and executive director, pennsylvania institute of cpas

i found the whole book easy to read. i love that. it was presented in organized and well thought out manner. it presented every question i have been asking for a couple years. this is the first program i have experienced that actually discusses the difference between my generation and the current partner generation. many hint around it but none address it head on. in my experience, this is the most frustrating or misunderstood issue potential partners have. the book explains the difference in generations and also how to begin to adapt to make it work for both parties.

i feel the book provides insight directly from firms and partners. other courses feel like hr or non-accounting firm partners write them.

i know that martin is not an accountant, but his research comes directly from partners. as an accountant, many of us are systematic in the way we process information. we want the facts and not the fluff. that is what i enjoy about this book, it addresses the issue head-on.

i think it is important for the next generation to understand that there is no direct or specific answer to the question,”how do i become partner?” we need to understand the firm structure, culture, and experiences first. then we need to find a way to make our firm have no choice but to make us partner. we need to demonstrate our understanding of the firm’s values and principles as well as demonstrate our own abilities. in today’s industry, business development is very, very important. sometimes it feels like it is the only way to move up. however, learning the skills needed to close the deal are not taught, but learned through guidance and experience.

when i read this book, i am mentally making a list of team members that i feel this course would be valuable for. one to answer some of the questions they may have but also to learn how to become partner and what is expected. i like the idea that we have to be held accountable for this material to work. if you want to be partner, you need to take the material and apply it. sit down with partners, ask them questions, have discussions. many of us have been doing this but most likely not asking the right questions or asking them in the wrong way. this also demonstrates that you really want to become partner and not take it as a rite of passage.

– g. scott myers cpa,csep: manager, reinsel kuntz lesher llp

firm succession planning within the accounting industry is and will continue to be critical in the years to come. martin’s program bridges the expectations gap between those who strive to be in a leadership position and those who already are, including the education of young professionals in the skill sets current leadership expects future leaders to exhibit.

his program has helped me to develop a roadmap to achieve my career goals and he has been a great sounding board with his ability to take challenging topics and break them down in a way to implement them in a clear and concise manner. not only does martin share these topics, but he also implements them in his practice in order to enhance leadership skills. martin is extremely passionate about this subject and i strongly believe he wants me to personally succeed.

– brian kuczinski, cpa, cgma, audit partner, sisterson & co llp

about martin bissett

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

previously, martin served ten years on the board of the 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 who 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.

contents

the first ‘c’ — competence

overview
the expert council
case study on competence
passport to partnership research specifics
partnership pointers
checklist
personal brand

the second ‘c’ — culture

overview
the expert council
case study on culture
passport to partnership research specifics
partnership pointers
conclusion on culture
checklist
cultural identity

the third ‘c’ — communication

overview
the expert council
case study on communication
passport to partnership research specifics
partnership pointers
conclusion on communication
checklist
my worth
why am i valuable?
external communications social media profiles
summary

the fourth ‘c’ — conversion

overview
the expert council
case study on conversion
passport to partnership research specifics
partnership pointers
conclusion on conversion
checklist
building your pipeline

the fifth ‘c’ — commitment

overview
how commitment trumps professionalism
the expert council
passport to partnership research specifics
case study on commitment
partnership pointers
conclusion on commitment
checklist
showing your true colors

the sixth ‘c’ — challenges

overview
get challenged, get excited
from the expert council
passport to partnership research specifics
case study on challenges
partnership pointers
conclusion on challenges
checklist
battles won and lost

the seventh ‘c’ — commercial awareness

overview
survive or thrive?
the dna of a practice leader
observations on creating an “upward spiral”
partnership pointers
from the expert council
conclusion on commercial awareness
employee versus ownership

personal progress plan & workbook appendix
questionnaires, forms, charts, worksheets, tests, assessments

the first ‘c’ — competence
the second ‘c’ — culture
the third ‘c’ — communication
the fourth ‘c’ — conversion
the fifth ‘c’ — commitment
the sixth ‘c’ — challenges
the seventh ‘c’ — commercial awareness

acknowledgments

written and developed with contributions and consultations from industry luminaries including: lisa tierney, coach, and consultant; brian kuczinski, audit partner, sisterson & co.; rick telberg, 卡塔尔世界杯常规比赛时间. launched, tested and first widely deployed in the u.s. by the pennsylvania institute of cpas.