{"id":54120,"date":"2018-04-11t11:15:07","date_gmt":"2018-04-11t15:15:07","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=54120"},"modified":"2018-04-11t16:11:07","modified_gmt":"2018-04-11t20:11:07","slug":"accept-poor-new-business-results","status":"publish","type":"post","link":"\/\/www.g005e.com\/2018\/04\/11\/accept-poor-new-business-results\/","title":{"rendered":"why do we accept poor new business results?"},"content":{"rendered":"

5 critical steps to turn things around.<\/strong><\/p>\n

\"\"<\/p>\n

by domenick j. esposito<\/i>
\n8 steps to great<\/i><\/a><\/p>\n

the question to ask is why do so many firms accept poor performance from so many of their partners relative to growth and generating revenue?<\/p>\n

more on strategic planning: <\/b>is it time to manage your receivables like a real business?<\/a> | profitability requires discipline<\/a> | pitching vs. pursuing<\/a> | the top 11 reasons cpa firm mergers fail<\/a> | growth: the difference between the disruptor and the disrupted?<\/a> | m&a: sometimes bigger is better<\/a> | what a value proposition truly is (and isn\u2019t)<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

there isn\u2019t a firm in existence that does not depend on constant growth to be successful and to generate enough profit to pay its staff and partners well.\u00a0 yet, so many firms accept the old bell-shaped curve argument that they are winning if just 20 percent of their partners are good at generating business.
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\nimagine if every partner was contributing to growth from generating new business.\u00a0 it\u2019s not impossible, not even hard if the \u201cforces\u201d work together coupled with effective leadership.<\/p>\n

the bottom line is that every partner in every firm should be held accountable for generating new business every year. new business can come from totally new clients or expansion of revenue from existing clients. in addition, not all partners will be created equal and partners will achieve different, but growing levels of business development success if you follow a model similar to that described below.<\/p>\n

\u201cgrowth is never by mere chance, it is the result of forces working together.\u201d \u2013 james cash penney<\/p><\/blockquote>\n

\"diagram\"<\/a>growth in too many firms is almost anecdotal in that it is by chance that growth occurs not by specific strategies, goals and expectations. the forces that need to work together to create a growth culture are:<\/p>\n

lack of skill \u2013 selling is not a natural skill that somehow every partner has: <\/strong>we all know that partner who can sell snow in the winter, that partner for whom success in sales is a given and it\u2019s not even a challenge. unfortunately, that partner is the exception \u2013 too bad we can\u2019t clone him or her. far too many partners lack the selling skills to be successful in generating new business and firms for the most part do nothing to address that skill gap. networking, building relationships and then generating new business is a process and a skill that everyone can learn and be successful at.<\/p>\n

training is the first step. every firm should have a robust and continuous training program for partners and senior staff to teach the skills of networking, building relationships and generating business for the firm. it works and if you think about it, you can\u2019t be successful at anything if you don\u2019t have the skills so let\u2019s tackle that and get all your partners and senior staff the skills needed to be successful in developing business.<\/p>\n

lack of confidence \u2013 with the lack of skill comes the lack of confidence: <\/strong>no partner wants to be put into a situation where they are not confident in their abilities. so many firms set goals for their partners for new business and simply expect the partner to figure it out and deliver. they never do and firm management can\u2019t understand why. part of the answer is in building the skills, training. but there are other steps to consider.<\/p>\n