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an effective board begins with an effective process

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senior businessman with his team at office

decide what you need, then look for the right people.

by steven e. sacks

in discussing how to select your firm’s board, the issue was that you want to have the proper board composition with the people, right values, philosophies and a shared commitment to the success of the firm.

more: how to select your firm’s board | confronting leadership: not such a bad thing | new opportunities for a ‘new normal’ | is trust elusive? | working remotely shouldn’t mean feeling isolated | how engaged are your employees? | managing difficult personalities in the workplace
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as a firm leader, a matter you think needs immediate attention could simply be a symptom of a larger problem. it’s common sense that you would not visit your doctor to treat your broken leg with a band-aid, so why look for a fast, ineffective and incorrect solution as a way to fix an operational or cultural problem? this is why those who are on the board are selected for their acumen and belief in the why the firm or company exists and how it can be improved.
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why consultative selling works

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two women in office shake handsplus: how to get past your aversion to sales.

by marc rosenberg
the rosenberg practice management library

as with just about anything, people can be taught business development skills if they study hard, apply themselves and, most of all, have a healthy, positive attitude toward bringing in business.

more: how marketing systems produce business growth | 14 marketing activities needed now more than ever | now is the time to activate your referral network | the 4 marketing disciplines | why you have to kill the old paradigms | are you ready for the great disruption?
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“can people be taught practice development skills?” in 20 years of consulting to cpa firms, we have been asked this question hundreds of times. the answer, most certainly, is “yes.” note, the question is not “can people be taught to be rainmakers?” the answer to that question is mostly “no.” there is a big difference between being a rainmaker and learning business development skills.
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testifying before congress

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this was a valuable experience.

by ed mendlowitz
call me before you do anything: the art of accounting

i testified two times before the house ways and means committee, in june 1980 and june 1985.

more: creative ways to retain staff | i am an accountant because of clients like stanley | advising cheapskates | getting bonuses from clients | be an accountant, not a salesperson for other things
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each time i was given five minutes to present my views. the first time i was shaking at least four of the five minutes. this was in the capitol and here i was testifying about what they should do.
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