talent

what commercial awareness really means. plus 5 reasons firms don’t thrive … and how to solve them.

by martin bissett
passport to partnership

a big concern in recent years has been how the incoming partners will purchase equity or fund the capital account and exit of a retiring partner.

more on the passport to partnership: it’s not the challenge, it’s your response | why hitting your numbers isn’t enough | what do your true colors say about your commitment? | how to build your pipeline | 6 keys to the perfect proposal | communication can’t be overrated | how to read your firm’s cultural blueprint | 12 ways to determine your competence | passport to partnership: new research shows wide gap between partners and partners-to-be

much has been written that examines the mathematical complexities of this topic but the bottom line is simple. would-be partners in the age demographic of 28-42 are part of a generation who are already heavily borrowed in the form of credit card debt, mortgage debt and other forms of personal loans.
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bonus checklist: 5 questions for self-evaluation.

by martin bissett
passport to partnership

when challenges come our way, regardless of what shape or form they arrive in, our world seems to lose a bit of brightness, there’s a little knot in the gut and a sense of peace broken.

more on the passport to partnership for pro members: why hitting your numbers isn’t enough | what do your true colors say about your commitment? | what commitment really means for partners | how well do you represent your firm? | communication: putting it all together

the question is, if we were watching our own responses to these trials, would we appoint ourselves as the next partner of the firm?

let’s examine 30 checkpoints to test your own, or your staffers’ abilities, to overcome challenges.
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bonus checklist: 5 questions for self-evaluation.

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 on the passport to partnership: commitment: your view and your firm’s | what commitment really means for partners | businesses place value on expertise | how well do you represent your firm? | 6 keys to the perfect proposal | what communication really means for partners

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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there are times to chime in and times to stay 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 on the passport to partnership: commitment: your view and your firm’s | how to build your pipeline | how well do you represent your firm? | 6 keys to the perfect proposal | communication: putting it all together | how to read your firm’s cultural blueprint

1 – what is my first reaction to being asked to work outside of my normal hours?

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our experts define the biggest challenge for the next group of leaders.

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.

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

more on the passport to partnership: what commitment really means for partners | how to build your pipeline | how well do you represent your firm? | communication: putting it all together | gauge firm culture to move toward partner

one question we ask is: would we want to pass our firm on to someone like this?

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bonus checklist: 13 steps to true commitment.

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 to build your pipeline | how well do you represent your firm? | communication can’t be overrated | how to read your firm’s cultural blueprint | sailing through the seven c’s to partnership

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.
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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.

1. if i were to start today, could i name four businesses that i’d like to reach out to?
2. what is our firm’s net fee growth goal this year and what can i do to contribute to it?
3. 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?

more on the passport to partnership: businesses place value on expertise | how well do you represent your firm? | 6 keys to the perfect proposal | the 4 winning communications habits of top accountants | gauge firm culture to move toward partner

building your pipeline

record the businesses you’d ideally like to work with or believe you can add value to below, for future inclusion in your personal pipeline.

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