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passport to partnership: new research shows wide gap between partners and partners-to-be

june 23, 2015

what we have here is a failure to communicate.

editor’s note: with this article, 卡塔尔世界杯常规比赛时间 introduces a new series of articles by martin bissett reporting on the findings of his proprietary research into the keys to making partner. the research is based on hundreds of interviews with partners and practitioners at more than 30 firms in the u.s. and the u.k., dozens of experts and advisors, and his own 20 years of experience in the field. in his research, bissett uncovered a wide gap between what partners say they seek in a staffer yearning to be partner and what they actually do and say to train and nurture the staffer. his work in passport to partnership is dedicated to bridging that gap, revealing to both partners and partners-to-be the unspoken rules, and working to create a bulletproof program to guide their efforts.

by martin bissett
passport to partnership

have you ever wondered what the partners of your firm are looking for from you, beyond your technical abilities?

for full disclosure, i am not an accountant, but i have spent decades working with accounting firms of all shapes and sizes in the united kingdom, the united states and europe.

i noticed over time that in many firms, partners may often regard one or more of their managers as not being “partner material” because they feel that the manager does not exhibit the traits they are looking for.

selling on value vs. fees

april 26, 2015

by martin bissett

what’s the difference? compliance sells on fee; advisory sells on value.

by martin bissett
understanding selling

i’ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the outcomes that working with you and your firm would create in their personal and professional lives.

more on selling: 3 ways to convert scheduling practices to new fees | selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

now here’s a checklist for you to run through before you begin your next business development initiative, and before each new business appointment that you have. read more →

3 ways to convert scheduling practices to new fees

april 19, 2015

by martin bissett

practice these disciplines every day.

by martin bissett
winning your first client

you may be thinking right now, “well, very good, martin, but we have finite time. we’re very, very busy people and we need to get business in the door, and therefore creation of opportunity becomes the issue.”

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selling vs. attracting to build relationships

april 12, 2015

by martin bissett

break down unspoken barriers. are you just about compliance? by martin bissett winning your first client it’s about time to realize that value is not about time. more bissett: selling vs. attracting to build relationships | when selling, don’t chase new … continued

when selling, don’t chase new fees, attract them

april 5, 2015

by martin bissett

focus on the client’s concerns, not your own.

by martin bissett
winning your first client

let’s start with two simple definitions to avoid any confusion:

the purpose of marketing is to create the opportunity.
the purpose of business development (sales) is to convert that opportunity into a paying client.

more on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

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when we meet with prospective clients – and i say this as someone who has sat in on many hundreds of meetings of this nature – we rarely give potential clients a reason to buy from us that they care about.

selling accounting services doesn’t have to be hard!

april 3, 2015

by martin bissett

four reasons you might be having trouble.

by martin bissett
winning your first client

let’s take a look at the last 16 years of my experience and my research as to where new clients come from in an accounting practice. i don’t think there are going to be too many shocks here.

what i’ve found is that 82 percent of all new clients in a given year who come into an accounting firm come in from a referral source. this may be a bank or a lawyer or some other source, perhaps an existing client, who has recommended that a particular business meet with your firm and come on board as a client.

‘selling’ isn’t a dirty word

march 22, 2015

by martin bissett

don’t like selling? call it something else.

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.

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.

that’s a huge part of successful business development that is not often talked about.

8 factors in practice development success

march 15, 2015

by martin bissett

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.

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.

the client is buying the relationship, and they are asking themselves:

killing the cpe hour: 10-minute courses get the green light

march 12, 2015

by 卡塔尔世界杯常规比赛时间 research

indiana society ceo gary bollinger speaks about the move to a competency-based system. maryland, ohio lead nation in cpe revolution. the ohio society of cpas has launched a series of micro learning courses for certified public accountants that provide timely … continued

firms need a ‘learning culture’ to stay current

march 10, 2015

by roman h. kepczyk

training has to be given chargeable credit.

by roman h. kepczyk
quantum of paperless

for many firms, the ability to identify, standardize and implement best practices is the last remaining competitive advantage in business today as communications tools and access to technology have become available to everyone.

more on tech spending: standardize quickbooks support for clients | automating bank deposits offers instant roi | how to ‘go digital’ when partners demand monthly p&ls on paper | digital tools streamline audit production | tech tools for today’s properly equipped field audit teams | how to cut tax prep costs with scanners | making digital tax process easier is all about the workflow | why firms need document retention standards | intranet is the best place for firm knowledge | new tech tools for the 24/7 accounting firm | the single best defense against computer viruses | how to choose the right backup system | where laptops rule at cpa firms today | step 1 in building the paperless firm: scanners

to take advantage of the continuous stream of innovation and opportunities, firms must adopt a “learning culture.” this requires a formal process to capture and standardize best practices in every department within the firm so that every person can take advantage of them.

in sales, perception is reality

march 8, 2015

by martin bissett

you have to believe in yourself.

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.

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.

success begins with accountability

march 1, 2015

by martin bissett

8 key questions to get you started.

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 on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client

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.

if you’re a sole practitioner or if you don’t find being accountable to your partners helpful, then you can be accountable to your life partner, spouse or another person you wouldn’t want to see you fail. read more →

cpa firms struggle to meet staff cpe expectations

february 24, 2015

by 卡塔尔世界杯常规比赛时间 research

in comments: “more is needed. this is an opportunity for firm leadership.”
join the survey: get more results.

results of a new 卡塔尔世界杯常规比赛时间 career outlook survey show optimism among staffers about management support for personal advancement and commitment to training. but firms appear to be struggling to keep up with staff demands.