3 Questions to Evaluate Your Firm Culture

Silhouettes of three business partners talking against a window in an officeYou have to gauge this to effectively move toward partnership.

By Martin Bissett

This second C is a stormy and choppy one, often fraught with political icebergs but navigated diplomatically and with maturity, will lead you through.

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

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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Build and Maintain Your Referral System

Horseshoe magnet attracting new customersYou're still targeting, but with people you know.

By Martin Bissett

Business Development On a Budget

Many firms have a "referral system" in place: Take what comes in the door, make a phone call every now and then to a lawyer, bank manager or other introducer to try and shake the tree enough to get something to work on.

MORE ON BUSINESS DEVELOPMENT: Preventing Buyer’s Remorse | 2 Rules for Getting Your Pricing Right | How to Prepare for the First Meeting with a New Prospect | Consider Hiring a Sales Director | Your Perception vs. Your Client’s Reality | Appraise Your Prospects | Develop the Habit of Consistency

This, in fact, is not a system at all. A system is what I will describe in the rest of this post.
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How to Calculate Your Growth Target

Hands using a calculatorBreak it down into appointments needed. You might be surprised.

By Martin Bissett
Business Development On a Budget

Calculating your growth target is not simply a matter of saying you want to grow by a specific amount within a specific time. It’s a little more complex than that, so let’s look at it item by item.

MORE ON BUSINESS DEVELOPMENT: Preventing Buyer’s Remorse | Close the Deal and Get Paid | Handle Objections Effectively by Preparing for Them | The Five Fastest Ways to Kill a New Opportunity [VIDEO] | Understand the DNA of Business Development Success | Do You Deliver on Your Website’s Promises? | The Science of Pipelines | Prepare Your Next Generation of Professionals

You start with a supposed growth target of $100,000.
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Learn to Read Your Firm’s Culture

Four young business people chatting outside office buildingBonus: 3 outlooks from our exclusive expert council.

By Martin Bissett

The Passport to Partnership study collated a number of responses from existing partners of accounting practices in a conversational style. Examples that really stood out on the realities of individual variances in firm culture are showcased below.

MORE ON THE PASSPORT TO PARTNERSHIP: 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

If we really like them, we’ll take them out to dinner with the partners to see how they cope in that environment.
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Preventing Buyer’s Remorse

Invisible businessman saying "blah blah blah blah blah"
Don't be this guy.

Are you prepared?

By Martin Bissett
Business Development On a Budget

You may have the experience yourself of making a major purchase and then having second thoughts most people do.

MORE ON BUSINESS DEVELOPMENT: Close the Deal and Get Paid | Change Your Mindset, Change Your Future [VIDEO] | Handle Objections Effectively by Preparing for Them | The Five Fastest Ways to Kill a New Opportunity [VIDEO] | Understand the DNA of Business Development Success | Do You Deliver on Your Website’s Promises? | The Science of Pipelines | Prepare Your Next Generation of Professionals | How to Win Your First Client | 5 Ways to Make Selling Easier to Swallow | You’re Selling All the Time

You wonder if you’ve done the right thing or if you can afford the purchase. This is known as buyer’s remorse.
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5 Ways to Get Buy-In for Firm Culture

Industrial metal number 5Change management is one of the keys.

By Martin Bissett

Cultural issues are dynamic, very broad and unique in each firm. As such it is a challenge to summarize them accurately and comprehensively.

MORE ON THE PASSPORT TO PARTNERSHIP: 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

From our research, however, the wise choice for anyone wishing to get their passport to partnership appears to be to study

  • their firm’s existing culture,
  • that of its senior individuals and
  • that of those who have the ear of those senior individuals

to understand not only the route to partnership, but the terrain that they need to cross too.
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Close the Deal and Get Paid

Two businesswomen shake hands while seated at deskAre you looking at closing all wrong?

By Martin Bissett
Business Development On a Budget

You might think closing is a huge topic that requires a long post. That’s because most professionals place unnecessary emphasis on closing as if it were a separate step, and in fact that’s what makes the idea of selling so intimidating.

MORE ON BUSINESS DEVELOPMENT: How to Prepare for the First Meeting with a New Prospect | The Five Fastest Ways to Kill a New Opportunity [VIDEO] | Understand the DNA of Business Development Success | Do You Deliver on Your Website’s Promises? | The Science of Pipelines | Prepare Your Next Generation of Professionals | How to Win Your First Client | You’re Selling All the Time

But the fact is, if you
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