never mind the bullets

the accounting profession faces relentless pressure. client expectations grow faster than fees. technology rewrites the rules every quarter. and top talent is harder than ever to keep. firms can no longer rely on occasional strategic retreats or “someday” initiatives.

instead, you need a daily, practical system for progress.

never mind the bullets delivers a 366-day action plan to elevate pricing, profitability, and client outcomes—one focused step at a time. moreover, martin bissett distills decades of global advisory work with more than 1,800 firms into concise prompts that readers can act on immediately.

why this book

many firm leaders confuse “strategy” with long meetings and slow change. but, bissett shows how to replace sporadic efforts with consistent daily action, so improvement compounds automatically. as a result, firms gain momentum that builds month after month.

firms that build this rhythm grow faster, retain better clients, and attract the next generation of partners. daily action becomes a competitive advantage.

topics include

• proof creating – turning expertise into measurable client results

• proactivity mindsets – from reactive accountant to trusted advisor

• pipeline building – winning ideal clients without discounting

• pricing processes – capturing value, not selling hours

• progress making – locking in incremental gains each quarter

• profitability increase – expanding margins firm-wide

• personal brand establishing – for partners and rising managers

• purpose articulation – aligning culture and client impact

from the book

“accountancy is the only profession that can save livelihoods, jobs, and even marriages—by helping owners master the numbers and realize their dreams.”

table of contents

1. • proposal, pricing, and referral scripts – ready-to-use templates

   • case studies from 1,800+ firms – real-world examples and results

   • further reading & references

     • foreword – why daily action transforms firms

     • preface to the second edition – what’s new and how to use it

     • introduction: why “never mind the bullets” – the power of tiny daily wins

     • how to get the most from this book – daily habits, quarterly reviews, and annual resets

     part i – foundations

     1. a superior firm defined – what “superior” really means for profitability, culture, and client impact

     2. the eight initiatives – proof creating, proactivity mindsets, pipeline building, pricing processes, progress making, profitability increase, personal brand establishing, purpose articulation

     3. your first week of action – setting baselines and quick wins

     part ii – daily actions

     • january – pricing for value, goal-setting, and fast pipeline fixes

     • february – building proof and social evidence

     • march – client experience and relationship deepening

     • april – systemizing advisory conversations

     • may – proactive pipeline generation

     • june – mid-year review & margin tune-up

     • july – leadership development & internal culture

     • august – process automation and efficiency

     • september – advanced pricing strategies

     • october – profit expansion & capacity planning

     • november – year-end client delight and referrals

     • december – annual reflection & future positioning

     (each month contains 28–31 concise daily prompts, one per calendar day, for a total of 366 actions including leap day.)

     part iii – quarterly & annual reviews

     • quarterly review worksheets – progress checklists and reset questions

     • annual review & priorities – turning a year of actions into next-year strategy

     part iv – tools & resources

about the author

martin bissett, author of winning your first client, passport to partnership, and business development on a budget, is the founder of the upward spiral partnership ltd., a uk-based consulting firm that specializes in developing professional selling and leadership skills for the next generation of accounting professionals.

previously, martin served ten years on the board of directors of the uk’s leading provider of high-quality new business appointments for accountancy firms. there, he held the responsibility for the nurture and organic growth of the organization’s new client base, including six of the uk’s top 30 firms of accountants.

martin now consults with accounting firms in the uk, europe, and the usa to support them in their transition through to the next stage of their development and growth.