martin bissett, author at 卡塔尔世界杯常规比赛时间 - page 26 of 29

surviving vs. thriving

what commercial awareness really means. plus 5 reasons firms don’t thrive … and how to solve them.

by martin bissett
passport to partnership

a big concern in recent years has been how the incoming partners will purchase equity or fund the capital account and exit of a retiring partner.

more on the passport to partnership: it’s not the challenge, it’s your response | why hitting your numbers isn’t enough | what do your true colors say about your commitment? | how to build your pipeline | 6 keys to the perfect proposal | communication can’t be overrated | how to read your firm’s cultural blueprint | 12 ways to determine your competence | passport to partnership: new research shows wide gap between partners and partners-to-be

much has been written that examines the mathematical complexities of this topic but the bottom line is simple. would-be partners in the age demographic of 28-42 are part of a generation who are already heavily borrowed in the form of credit card debt, mortgage debt and other forms of personal loans.
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marketing & sales

appraise your prospects

after evaluation comes setting deadlines.

by martin bissett
business development on a budget

after you have listed business prospects, then what? it’s time for a good hard look at those prospects, and an honest appraisal of their value.

more on business development: the science of pipelines | do you have a pipeline or just a list? | develop the habit of consistency | prepare your next generation of professionals |overcome recurring fee apathy | banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time

how long do you think each prospective client will take to make a decision to move to your firm or not? is it a month? six months? a year or more? this information is the next filter you will use to prioritize your time and efforts.
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the partnership

it’s not the challenge, it’s your response

bonus checklist: 5 questions for self-evaluation.

by martin bissett
passport to partnership

when challenges come our way, regardless of what shape or form they arrive in, our world seems to lose a bit of brightness, there’s a little knot in the gut and a sense of peace broken.

more on the passport to partnership for pro members: why hitting your numbers isn’t enough | what do your true colors say about your commitment? | what commitment really means for partners | how well do you represent your firm? | communication: putting it all together

the question is, if we were watching our own responses to these trials, would we appoint ourselves as the next partner of the firm?

let’s examine 30 checkpoints to test your own, or your staffers’ abilities, to overcome challenges.
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marketing & sales

the science of pipelines

why a list is not the same thing.

by martin bissett
business development on a budget

i’ve taken many accounting firm partners through this process, and it’s quite common for them to balk a little at the pipeline idea when they see the amount of work involved.

more on business development: do you have a pipeline or just a list? | develop the habit of consistency | prepare your next generation of professionals |overcome recurring fee apathy | banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time

they see it as just another call on their time when they already have far too much to do, and they ask me why they can’t just write down a list of prospects and go to work on them.

the partnership

why hitting your numbers isn’t enough

are your projections sending your firm backward?

by martin bissett
passport to partnership

how do you react to challenges?

more on the passport to partnership: what does the next generation of practice leaders face? | commitment: a cautionary tale | how to build your pipeline | 6 keys to the perfect proposal | communication can’t be overrated | how to read your firm’s cultural blueprint

ask yourself and answer these questions when considering the current and future “challenges” behaviors that you’ll employ.
read more →

marketing & sales

do you have a pipeline or just a list?

bonus checklist: 5 points for grading prospects.

by martin bissett
business development on a budget

so you’ve done all the work to get yourself composed and prepared to go out and generate new opportunities, find new business and new clients. now what? how will you know who to contact for the first step?

answer: your pipeline.

more on business development: banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time

many partners think they have a pipeline, but they don’t. what they actually have is just a list of prospects they’ve

met with,
would like to meet with or
have worked with in the past.

leadership

what does the next generation of practice leaders face?

“now, more than ever before firms need to be clear regarding their roi proposition to clients.”

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. the need for professionals who can remain calm in the storm is showcased below and was repeated many times in various different ways.

more on the passport to partnership: how to build your pipeline | businesses place value on expertise | communication: it’s not about you | sailing through the seven c’s to partnership

the expert council
read more →

leadership

inspiration is good. but consistency always wins.

yes, even during busy season.

by martin bissett
business development on a budget

you may be asking yourself how you will know when you are successful in your selling efforts. many people have asked me that, but it’s the wrong question because firms have different goals.

more on business development: banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time

some want to simply tick over and replace the clients they lose, some want to grow exponentially, some want steady and consistent growth they can measure and monitor. so there is no one definition of success. but no matter what yours is, you will never attain it if you are inconsistent in your process of winning new business.
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leadership

what challenges really mean for partners

the 3 challenges on the road to partnership.

by martin bissett

passport to partnership

now we move on to our sixth “c” – challenges.

again the heading has more than a single application, which we’ll explore here.

more on the passport to partnership: 6 keys to the perfect proposal | how to read your firm’s cultural blueprint | 12 ways to determine your competence | passport to partnership: new research shows wide gap between partners and partners-to-be

ultimately, the partners interviewed in our research broke “challenges” down into two key areas:
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featured

prepare your next generation of professionals

first, lead by example.

by martin bissett
business development on a budget

if you are a partner in your firm, you may already have asked yourself the all-important question: how can i successfully retire and have someone else take over the firm?

more on business development: banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time

the partner who has a satisfactory answer to that question is the one who is committed not only to developing business and building the firm on a regular basis, but also to developing and preparing the next generation of professionals in the firm.
read more →

the partnership

what do your true colors say about your commitment?

bonus checklist: 5 questions for self-evaluation.

by martin bissett
passport to partnership

there’s no doubt that consistent commitment is not as widely practiced as current partners of accounting firms might like to think.

more on the passport to partnership: commitment: your view and your firm’s | what commitment really means for partners | businesses place value on expertise | how well do you represent your firm? | 6 keys to the perfect proposal | what communication really means for partners

business success is built on a dedicated team with a shared vision giving their all for the realization of that vision and the development of the next one.
read more →

marketing & sales

why recurring fees could kill your practice

fight the complacency trap.

by martin bissett
business development on a budget

as you know, the traditional accounting firm model is firmly based on the reality of recurring fees that come in from clients every year. we can rely on these and forecast accurately how much revenue they bring in – which hopefully covers overheads and direct expenses of the business.

more on business development: banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time

this is a good thing, right? well, maybe not as much as you think.
read more →

the partnership

commitment: a cautionary tale for partners-to-be

there are times to chime in and times to stay silent.

by martin bissett
passport to partnership

ask yourself and answer these questions when considering the current and future “commitment” behaviors that you’ll employ.

more on the passport to partnership: commitment: your view and your firm’s | how to build your pipeline | how well do you represent your firm? | 6 keys to the perfect proposal | communication: putting it all together | how to read your firm’s cultural blueprint

1 – what is my first reaction to being asked to work outside of my normal hours?

martin bissett

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martin bissett is the author of

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winning your first client,
passport to partnership, and
meet your new best client

shop the martin bissett practice growth collection

he is the founder of the upward spiral partnership ltd., the uk-based consulting firm that specializes in the implementation of professional selling and leadership skills in the next generation of accounting professionals.

learn more about addviserplus here

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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 became fascinated by the apparent juxtaposition of partners not vocalizing what they were looking for in terms of an accomplished skill set from their potential future partners and their managers not asking to discover what that skill set included, despite wanting to reach that very position. in a profession with a supposed “succession crisis” on the horizon, this apparent stand-off struck him as curious.

this has led upward spiral partnership to personally interview several hundred partners and managers in the us and uk to learn what partners are looking for and how the managers see their own future in the firm. there are, of course, firms that have addressed this issue already, and their initiatives have also been captured.

the results of the research, including both the consensus and the exceptions to the general opinion, is called “passport to partnership.” this study provides the highlights of each factor that the majority of partners interviewed use as their criteria when evaluating whether someone in their organization can make it to the top.

as a result of the combination of his experience, intellectual property, and this proprietary research, 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.

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