five biz dev steps that aren’t so scary

several businesspeople talking and shaking hands, silhouette against city skylineyou’re selling all the time, whether you realize it or not.

by martin bissett

over the years, many partners have told me about their struggles to grow their firms proactively, the main one being that they feel they must sell, which goes against the grain for them. have you ever felt that way?

more: do you make your firm look good? | 2022世界杯时间表 | nine biz-dev metrics for making partner | how to communicate your value | internal communication can’t be overlooked
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

perhaps you’ve never had to sell before, and it is taking you way out of your comfort zone. you are entering into unfamiliar territory, that alien landscape called “selling.”
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do you make your firm look good?

angry boss in chair staring down at tiny businessmana cautionary case study.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. 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.

if this person wants to be considered for partnership in the future, we look at how are they promoting the firm to potential clients now.

meaning: if you’re trusted enough to represent the firm publicly, what perception are clients and potential clients getting about the firm based on their interactions with you?

more: 2022世界杯时间表 | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | checklist: partner-ready metrics | checklist: 10 keys to landing your next client
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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2022世界杯时间表

businessman expressing refusal with open handsplus four reasons why selling is difficult.

by martin bissett

what makes a written proposal become accepted by the potential client – every time?

more: nine biz-dev metrics for making partner | how to communicate your value | 4 top communication habits | three questions to evaluate firm culture | sailing the seven c’s to partner
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
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crafting the perfect proposal

six vintage keyssix keys to turning prospects into clients.

by martin bissett
passport to partnership

what makes a written proposal become accepted by the potential client – every time?

more: nine biz-dev metrics for making partner | how to communicate your value | internal communication can’t be overlooked | communication isn’t about you | 4 top communication habits | the seven levels of communication management
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
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nine biz-dev metrics for making partner

businesswoman in wheelchair meeting with potential clientto build a book of business, you need to master “conversion.”

by martin bissett
passport to partnership

like it or not, the 21st-century accountant is in the relationship-building business.

more: how to communicate your value | internal communication can’t be overlooked | communication isn’t about you | 4 top communication habits | the seven levels of communication management | how to measure partner potential | three questions to evaluate firm culture | make firm culture work for you | checklist: partner-ready metrics
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

when a qualified accountant learns the art of developing those relationships in such a way as they empower the practice to be able to forecast its new fee income each year, the accountant becomes a profit center and their value to the firm increases tenfold.

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how to communicate your value

confident businessman turning away from desk and smilingbonus: exercises to define your worth and tell the world.

by martin bissett
passport to partnership

an advisor is trusted when they can show that they

  • took responsibility for their end of the bargain in the client engagement,
  • educated the client of their responsibilities,
  • offered prompting and assistance throughout but then allowed the client to ultimately govern themselves in terms of following through on their commitments.

more: internal communication can’t be overlooked | communication isn’t about you | how to measure partner potential | checklist: partner-ready metrics | checklist: 10 keys to landing your next client | focus on your client’s concerns, not yours | 8 questions for business success
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this then empowers the advisor to make a commercial decision when the client now faces the consequences, as to whether they want to communicate even more assistance to make things all better for the clients and gain huge appreciation and emotional capital.
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internal communication can’t be overlooked

businesspeople in business fightingbonus checklist: five questions to evaluate yourself.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. several examples really stood out as the first steps in effective communication:

more: 4 top communication habits | the seven levels of communication management | make firm culture work for you | sailing the seven c’s to partner | you can’t land your next client without this
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

would we put this person in front of a client?
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communication isn’t about you

older and younger businessmen talkingbonus: three outlooks from our exclusive expert council: pipe, dobek, grundy.

by martin bissett
passport to partnership

what does communication mean at the partner level?

more: 4 top communication habits | the seven levels of communication management | make firm culture work for you | sailing the seven c’s to partner | you can’t land your next client without this | if you’re selling, you’re doing it wrong
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

ask yourself and answer these questions when considering the current and future communication tactics that you’ll employ.
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4 top communication habits

component parts of how the other person perceives your in-person communication
component parts of how the other person perceives your in-person communication

show that you value your clients – and yourself.

by martin bissett
passport to partnership

i’ve had the benefit of meeting, speaking and observing hundreds of very successful and unsuccessful partners over the last two decades and there is indeed a set of differentiating factors that set a partner apart from the chasing pack.

more: the seven levels of communication management | how to measure partner potential | checklist: partner-ready metrics | checklist: 10 keys to landing your next client | focus on your client’s concerns, not yours | 8 questions for business success
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

here are the four “best-selling behaviors” that i’ve observed:
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the seven levels of communication management

chart showing passport to partnership's 7 levels of communication managementplus what they mean for partners.

by martin bissett
passport to partnership

ultimately, when we have to interact with clients, subordinates, superiors or peers, the questions are always the same: who do i need to deliver this information to and what approach would they respond most favorably to?

more: how to measure partner potential | three questions to evaluate firm culture | making partner when competence isn’t enough | the three habits of the rich accountant | 4 reasons selling is hard | why believing in yourself matters
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

in arriving at “communication” we come to the most intangible of all the components to obtain a “passport to partnership.”
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how to measure partner potential

read your firm’s cultural blueprint.ptp_2ndc

by martin bissett
passport to partnership

what conclusions can you draw from your knowledge of how the promotion system works in your firm that you need to keep in mind?

more: three questions to evaluate firm culture | make firm culture work for you | sailing the seven c’s to partner | you can’t land your next client without this | if you’re selling, you’re doing it wrong
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

in terms of firm culture, you need to understand the four navigational points of the compass:
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three questions to evaluate firm culture

it’s part of the path toward partner.

by martin bissett
passport to partnership

this second c is a stormy and choppy one, often fraught with political icebergs but navigated diplomatically and with maturity, will lead you through.

more: make firm culture work for you | checklist: partner-ready metrics | checklist: 10 keys to landing your next client | focus on your client’s concerns, not yours | 8 questions for business success
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

case study on culture

deborah had done well. she was bridging the firm’s culture gap and fulfilling its desire to be seen as an equal opportunities employer by becoming the practice’s standout rising star.

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defining firm culture for partners

with insight from our exclusive expert council: grundy, pipe, dunn.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses from existing partners of accounting practices in a conversational style. examples that really stood out on the realities of individual variances in firm culture are showcased below.

more: make firm culture work for you | checklist: partner-ready metrics | checklist: 10 keys to landing your next client | focus on your client’s concerns, not yours | 8 questions for business success
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

meaning, can they hold their own intellectually in more senior circles? how would they then behave when meeting with other senior executives as a contemporary of theirs? this is a huge consideration for existing partners as the reputation, goodwill and future new business of the practice is influenced greatly by how well the firm is represented by its chosen ambassador (e.g. you).

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make firm culture work for you

businesspeople chatting around a water coolerbonus: 5 ways to make sure the firm’s people believe in both themselves and the culture.

by martin bissett
passport to partnership

cultural issues are dynamic, very broad and unique in each firm. as such it is a challenge to summarize them accurately and comprehensively.

more: checklist: partner-ready metrics | making partner when competence isn’t enough | the three habits of the rich accountant | 4 reasons selling is hard | why believing in yourself matters | your first sale is to yourself
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

from our research, however, the wise choice for anyone wishing to get their passport to partnership appears to be to study

  • their firm’s existing culture,
  • that of its senior individuals and
  • that of those who have the ear of those senior individuals

to understand not only the route to partnership, but the terrain that they need to cross too.
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checklist: partner-ready metrics

confident businesswoman looking straight at camerathree questions on competence, four on branding plus a five-point checklist.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style.

more: making partner when competence isn’t enough | sailing the seven c’s to partner | you can’t land your next client without this | if you’re selling, you’re doing it wrong | what partners don’t tell you
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

but two brief but succinct examples on the realities of how a firm assesses an individual’s “competence” for leadership are showcased really stood out:

  1. they need to explain technical data to me in a way that i know they understand.

  2. what kind of lifestyle does this person have outside of work? we’ll be looking at facebook, twitter, and google to find out.

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