Bissett Bullet: What Does It Cost to Undertake?
Today’s Bissett Bullet: “It is important to know the cost price of any given job.”
By Martin Bissett
By Martin Bissett
Remember, a list is not a pipeline.
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: Be Clear About Your ROI Proposition | Keep Business Development Going During Busy Season | Walk the Commitment Walk | Two Steps Toward Mastering Selling | Thirteen Ways to Show Commitment | Clients Can’t Grow without You | Seven Mistakes in Winning New Fees | How to Develop Your Communication Abilities | Five Questions for Measuring Partner Potential | Five Ways to Rally Your Firm to Its Culture | When Would-Be Partners Aren’t Candidates | Make Your Expertise a New-Client Magnet | Don’t Think of It as Selling
Exclusively for PRO Members. Log in here or upgrade to PRO today.
Many partners think they have a pipeline, but they don’t. What they actually have is just a list of prospects they’ve
By Martin Bissett
Consider what the next generation of practice leaders faces.
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: Keep Business Development Going During Busy Season | Health, Wealth, Stealth: Challenges on the Path to Partnership | Don’t Let Recurring Fees Kill Your Practice | Rate Your Personal Purpose | Five Ways to Make Selling Easier | Six Keys to Getting a Proposal Accepted | Tell the World Your Worth | Four Surprising Keys to Communication | Culture Can’t Be Ignored
Exclusively for PRO Members. Log in here or upgrade to PRO today.
The expert council
What is going to be the single biggest challenge for the next generation of practice leaders?
READ MORE →
By Martin Bissett
Consistency is key.
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: Health, Wealth, Stealth: Challenges on the Path to Partnership | It’s Time to Prepare the Next Generation | Who Are You More Committed to, Your Firm or Your Clients? | Nine Checkpoints Before Every Prospect Meeting | Three Questions about Conversion | Six Keys to Turning Prospects into Clients | Don’t Overlook Internal Communication | Four Reasons People Struggle with Communication | Why Firm Culture Matters for Partners | Competence Is Step One of Seven | Three Things That Rich Accountants Do
Exclusively for PRO Members. Log in here or upgrade to PRO today.
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.
READ MORE →
By Martin Bissett
A vast number of connections on your LinkedIn profile page may look impressive but there is a compelling argument for knowing at least the vast majority of your LinkedIn contacts personally.
There will of course be people connected to you that you have never met in person. You may have worked with them remotely, may have presented with them on a virtual panel or you may have engaged with their content and identified them as somebody with whom you could build a mutually beneficial relationship; but there IS a genuine connection there.
Your LinkedIn network is a potentially valuable referral source and time spent nurturing those relationships is time well spent. The better the relationship you have with your connections, the more likely they are to champion your firm when someone in their network is in need of a recommendation.
Today’s To-Do:
Take a look at your strategy moving forward. Start to be more selective about who you connect with and prioritize people you know, would like to work with or who can introduce you to your ideal clients.
And why we need them.
By Martin Bissett
Passport to Partnership
Now we move on to our sixth “C” in the passport to partnership – challenges.
Again the heading has more than a single application, which we’ll explore here.
MORE: It’s Time to Prepare the Next Generation | Walk the Commitment Walk | Two Steps Toward Mastering Selling | Thirteen Ways to Show Commitment | Clients Can’t Grow without You | Seven Mistakes in Winning New Fees | How to Develop Your Communication Abilities | Five Questions for Measuring Partner Potential | Five Ways to Rally Your Firm to Its Culture | When Would-Be Partners Aren’t Candidates | Make Your Expertise a New-Client Magnet
Exclusively for PRO Members. Log in here or upgrade to PRO today.
Ultimately, the partners interviewed in our research broke “challenges” down into two key areas: