Shift Thinking from ‘We’ to ‘You’

Portrait of a cheerful businessman smiling at the cameraBusinesses place value on expertise.

By Martin Bissett
Passport to Partnership

Please start understanding, valuing and respecting your own value in the marketplace with clients who could not reach their goals without you.

MORE ON THE PASSPORT TO PARTNERSHIP: When to Ignore a White Lie: A Cautionary Tale | RFPs: 7 Things NOT to Do | 5 Ways to Evaluate Your Communication | 7 Levels of Communication Management | 5 Ways to Get Buy-In for Firm Culture | Partnership: Competence Is Just the Foot in the Door | Are You Partner Material? Maybe Not
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Businesses are in need – sometimes desperate need – of your technical expertise and caring approach.
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When to Ignore a White Lie: A Cautionary Tale

Businessman covering face with handsHow well do you represent your firm?

By Martin Bissett
Passport to Partnership

The Passport to Partnership study collated a number of responses in a conversational style.

MORE ON THE PASSPORT TO PARTNERSHIP: RFPs: 7 Things NOT to Do | 7 Mistakes to Avoid When Going After New Work | Why Communication Matters So Much | 3 Questions to Evaluate Your Firm Culture | Competence: More Than Technical Skills
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The main example that really stood out as the major indicator of a need for each future leader to be able to "convert" new business is showcased below and was repeated many times in various different ways.
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RFPs: 7 Things NOT to Do

7NotAllowedPlus 6 keys to the perfect proposal.

By Martin Bissett
Passport to Partnership

What makes a written proposal become accepted by the potential client – every time?

MORE ON THE PASSPORT TO PARTNERSHIP: 7 Mistakes to Avoid When Going After New Work | Communicate Your Worth and Value | Best Practices for One-on-One Communication | Learn to Read Your Firm’s Culture | Experts Advise What Partnership Takes
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Proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
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7 Mistakes to Avoid When Going After New Work

Error stampedPlus 9 business development metrics you should be measuring when checking your conversion rates.

By Martin Bissett
Passport to Partnership

Like it or not, the 21st-century accountant is in the relationship-building business. When a qualified accountant learns the art of developing those relationships in such a way as they empower the practice to be able to forecast its new fee income each year, the accountant becomes a profit center and their value to the firm increases tenfold.

MORE ON THE PASSPORT TO PARTNERSHIP: Communicate Your Worth and Value | 5 Ways to Evaluate Your Communication | 7 Levels of Communication Management | 5 Ways to Get Buy-In for Firm Culture | Partnership: Competence Is Just the Foot in the Door | Are You Partner Material? Maybe Not
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Our fourth "C," Conversion, has flirted with being the top answer from respondents in the Passport to Partnership study and has featured in over 80 percent of all firms interviewed as to what makes a senior manager stand out as a potential partner.
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Communicate Your Worth and Value

Search for valuePut it all together for both clients and coworkers to see.

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.

MORE ON THE PASSPORT TO PARTNERSHIP: 5 Ways to Evaluate Your Communication | Why Communication Matters So Much | 3 Questions to Evaluate Your Firm Culture | Competence: More Than Technical Skills | Are You Partner Material? Maybe Not
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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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30-Item Checklist: Getting People to Listen to You

7 businesspeople in meeting

Lessons in effective communication for partners and wanna-be partners.

By Martin Bissett
Passport to Partnership

The Passport to Partnership study collated a number of responses in a conversational style.

MORE ON THE PASSPORT TO PARTNERSHIP: 3 Questions to Evaluate Your Firm Culture | Competence: More Than Technical Skills | Partnership: Competence Is Just the Foot in the Door

GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

A couple examples really stood out as the first steps in effective communication: READ MORE →

Be Superior [VIDEO]

Featuring Martin Bissett

Being different isn't good enough. To win new business, CPAs must demonstrate they can provide something better than the client is already getting

 

MORE on Practice Growth and Development by Martin Bissett:  Communicating Your Value [VIDEO]  | Turning Dreams into Reality [VIDEO]  |  The Five Fastest Ways to Kill a New Opportunity [VIDEO]  |  Use This Spreadsheet to Evaluate Prospects  | 9 Things to Stop Doing Now   Consider Hiring a Sales Director  |  Key Advice for Potential Partners  |  Understand the DNA of Business Development Success  |  Before the Sales Meeting  |  |  How to Create an Upward Spiral  Your Perception vs. Your Client’s Reality

GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.