here’s what you’re looking for: martin bissett

special

define your worth, then tell the world

confident businessman turning away from desk and smiling

use these exercises to refine your message.

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.

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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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management

internal communication matters, too

bonus checklist: five questions to evaluate yourself.

by martin bissett
business development on a budget

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:

would we put this person in front of a client?

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meaning: the clients are our source of income; we don’t jeopardize that for anything. if we think that this person will do anything less than consolidate the perception of the firm and its people in the eyes of the client, we’ll keep them back in the office.
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four best practices for communication

woman listens as two clients speak

show that you value your clients – and yourself.

by martin bissett
 business development on a budget

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.

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here are the four “best-selling behaviors” that i’ve observed:

1. road tested

none of us can have a track record of partner-level excellence on day one in the position but we can be road tested in four ways:
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special

why people struggle with communication

two things to demonstrate with existing clients.

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?

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in arriving at “communication” we come to the most intangible of all the components to obtain a “passport to partnership.”
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about us

bissett bullet: who is malcolm bishop?

today’s bissett bullet: “i have received calls, emails and proposals in several different names. malcolm bishop is but one example. how many of those do you think successfully resulted in us doing business together?”

by martin bissett

a person’s name is their main identity, the way in which they are differentiated from everybody else. misspelling that name is sloppy, using the wrong name altogether is unforgivable and if either doesn’t end the relationship there and then, they will certainly take the shine off the bond that you are attempting to establish.

be sure. never assume that you have heard correctly or have the correct spelling of somebody’s name if you’re hoping to build a relationship with them.

today’s to-do:

who do you need to contact or respond to this week? double check their name, email address, website and linkedin profile to ensure that you are addressing them correctly.

see more bissett bullets here

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special

measure partner potential with five questions

young black woman sitting in front of laptop looking thoughtful

ptp_2ndc
plus how to read your firm’s cultural blueprint.

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?

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

  1. who do i need to stay on the right side of?
  2. what are the unwritten rules in my firm?
  3. whose opinions can be trusted?
  4. what really impresses the partners?

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about us

bissett bullet: many sources of rain

today’s bissett bullet: “a proactively managed pipeline has several components, all working together to afford you the ability to accurately forecast fee growth for your firm.”

by martin bissett

what makes a great pipeline for your firm?

firstly, consistent priming. continuous work carried out on new opportunities. secondly, a solid foundation. new client opportunities should only be worked on by members of your team who understand how to control the process of sale through to conclusion.

you also need many sources to feed this pipeline. you may choose to rely mainly on referral business as your warmest prospects, but what if those dry up or aren’t the size of fee that you need them to be? lastly, you need a scheduled and managed review of your pipeline with accountability for turning opportunities into money.

today’s to-do:

do you have all of the above in place? when was the last time you reviewed your pipeline? set aside some time to identify what is working well for you and where you could improve the process.

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special

three questions about firm culture

hand drawing a rainbow-colored 3

you should be a team. but what kind are you?

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.

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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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marketing & sales

bissett bullet: sit on the other side of the table

today’s bissett bullet: “when i prepare training material, presentations or videos, i always do so from the same perspective. what does it feel like to be on the receiving end of them? will the person who will be listening, reading or watching get what they need from it and want to come back for more?”

by martin bissett

you need to do the same thing when you prepare for a meeting with a prospective client. take a moment to sit on the other side of the table and ask yourself what they need to get from their time with you.

today’s to-do:

look at your diary. find your next meeting with a potential client and make some notes. why have they agreed to the meeting, what do they want to get from it and what will they do after you leave? prepare for the meeting from their point of view.

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marketing & sales

bissett bullet: a desire to serve

today’s bissett bullet: “become known for having an altruistic attitude. demonstrate your desire to serve first and worry about your remuneration second.”

by martin bissett

when you approach a prospective client, come to a conceptual agreement first and foremost. determine how you could work together in a way that makes sure that the business has a better experience working with your firm than they would with the firm that they currently work with.

today’s to-do:

in your next meeting with a prospective client, make a conscious effort to demonstrate your desire to help them achieve what they’ve set out to, both professionally and personally, before you discuss fees.

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marketing & sales

bissett bullet: marketing creates need

today’s bissett bullet: “utopia for a proactive accounting professional is a diary filled with appointments to meet with prospective ideal clients. effective marketing makes that a reality.”

by martin bissett

as you become more effective at marketing, regularly using the forms of marketing that are proven to work decreases your labor intensity. over time, this means less of a need to convince people to work with you and as a result, less resistance to fees. your diary will fill up because people are calling you, not as a result of you calling them.

today’s to-do:

time to check in on some of the marketing activities you have been testing. which have been the most effective so far in terms of putting appointments in your diary?

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marketing & sales

bissett bullet: building loyalty

today’s bissett bullet: “build career paths for your brightest and best team members from day one of their employment with you. it is a common concern that rising stars will use your firm as a stepping stone, but commitment is a two-way street. build loyalty by investing in their future success.”

by martin bissett

give them goals with deadlines and regularly review their progress. if they do “x” by “y” date then they will achieve “z.” simple.

setting out a clear path for them to understand and achieve creates loyalty and long-term commitment as they work toward their future in your firm.

today’s to-do:

do you hold regular appraisals with your team? if not, afford them that opportunity. if so, then plan time now for follow-up meetings with your future leaders to discuss their pathway to partnership.

see more bissett bullets here

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