Why Communication Matters So Much

Two businessmen talking at officeThe experts weigh in. Hint: It's not about you.

By Martin Bissett
Passport to Partnership

What does communication mean at the partner level?

MORE ON THE PASSPORT TO PARTNERSHIP: 5 Ways to Get Buy-In for Firm Culture | Competence: More Than Technical Skills | Partnership: Competence Is Just the Foot in the Door

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Ask yourself and answer these questions when considering the current and future communication tactics that you’ll employ.
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Communicating Your Value [VIDEO]

Featuring Martin Bissett

Imagining an accountant named Alex, Bissett shows how accountants can identify their true value to clients.

MORE on Practice Growth and Development by Martin Bissett: 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

Best Practices for One-on-One Communication

4 winning habits of top accountants.

Component parts of how the other person perceives your in-person communication
Component parts of how the other person perceives your in-person communication

By Martin Bissett

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.

MORE ON THE PASSPORT TO PARTNERSHIP: 3 Questions to Evaluate Your Firm Culture | Learn to Read Your Firm’s Culture | 5 Ways to Get Buy-In for Firm Culture | Competence: More Than Technical Skills | Experts Advise What Partnership Takes | Partnership: Competence Is Just the Foot in the Door | Are You Partner Material? Maybe Not

Here are the four “best-selling behaviors” that I’ve observed:

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Mindset Curve: What Has to Happen before You Can Take Control of Growth [VIDEO]

Featuring Martin Bissett

Imagining an accountant named Alex, Bissett addresses common doubts along the path to success.

MORE on Practice Growth and Development by Martin Bissett: 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.

7 Levels of Communication Management

Chart showing Passport to Partnership's 7 levels of communication management4 reasons that senior managers struggle.

By Martin Bissett

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?

MORE ON THE PASSPORT TO PARTNERSHIP: 3 Questions to Evaluate Your Firm Culture | Learn to Read Your Firm’s Culture | Competence: More Than Technical Skills | Experts Advise What Partnership Takes | Partnership: Competence Is Just the Foot in the Door

In arriving at "Communication" we come to the most intangible of all the components to obtain a "passport to partnership."
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5 Ways to Measure Partner Potential

Learn to read your firm's 'cultural blueprint.'PTP_2ndC

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?

MORE ON THE PASSPORT TO PARTNERSHIP: 3 Questions to Evaluate Your Firm Culture | Learn to Read Your Firm’s Culture | 5 Ways to Get Buy-In for Firm Culture | Competence: More Than Technical Skills | Experts Advise What Partnership Takes | Partnership: Competence Is Just the Foot in the Door | Are You Partner Material? Maybe Not

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?

And here's a five-part analysis to see how you measure up:

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5 Reasons You Fail

Word "fail" written in red markerAnd 8 things to stop doing right now.

By Martin Bissett

There is one promise I can confidently make to you: if you follow the steps contained in this blueprint you will be successful in your bringing in new business proactively. The reality, however, is that things don’t always run as smoothly as they should.

MORE ON BUSINESS DEVELOPMENT: How to Calculate Your Growth Target | Close the Deal and Get Paid | Change Your Mindset, Change Your Future [VIDEO] | How to Create a Winning Proposal | How to Prepare for the First Meeting with a New Prospect | The Five Fastest Ways to Kill a New Opportunity [VIDEO] | Use This Spreadsheet to Evaluate Prospects | Before the Sales Meeting | Do You Deliver on Your Website’s Promises? | Lowballing Is Undervaluing Yourself | Appraise Your Prospects | How to Win Your First Client

Based on my many years of working with accounting firm partners, I have observed that lack of success usually boils down to the following five factors:
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