Bissett Bullet: Culture Eats Strategy for Breakfast

Today’s Bissett Bullet: “We all use the same technology and the offer is very consistent so what sets us apart is our people.”

By Martin Bissett

If the tech is the same as our competitors, then it is our identity, the culture in our firm that sets us apart. You can have the best strategy in the world, but without the culture that engages people to deliver on your vision, it won’t work.

Take a look at the culture of your business. Does it reflect your vision and values? Do your people know what the vision and value are and how do they reflect them? Have you created an environment where they are happy to spend up to half of their waking life?

A happy, engaged, loyal team who understand what you want to be known for and are motivated to deliver that will result in greater retention, reduced recruitment cost and outstanding client experiences.

Today’s To-Do:

Ask a team member at random what it is they think you most want your firm to be known for. Do they know? Do you know?

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What’s Included in “Never Mind the Bullets” Digital?

With a “To Do” for each day of the year, the topics covered by Martin’s daily teachings are:

Proof Creating
Proactivity Mindset
Pipeline Building
Pricing Process
Progress Making
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Personal Brand Establishing
Purpose Articulation

For 366 days, you will receive a daily email with an insight that comes with an in-depth explanation and an immediately implementable “To Do” for every day of the year.

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Posted on November 2, 2023

Martin Bissett

About the Author

Never Mind the Bullets digital daily | Learn more.

Martin Bissett is the author of

Never Mind the Bullets, the 366-day year-long daily email subscription providing guidance and inspiration for practicing professionals. | Learn more
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.

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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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