Bissett Bullet: Make It a ‘No Brainer’
Today’s Bissett Bullet: “The best way to talk about price is in terms of what they’re paying already.”
By Martin Bissett
By Martin Bissett
By Martin Bissett
We all have to do it.
By Martin Bissett
Passport to Partnership
When challenges come our way, regardless of what shape or form they arrive in, our world seems to lose a bit of brightness, there’s a little knot in the gut and a sense of peace broken.
MORE: The Real Math Behind the Sales Pipeline | Five Questions for Grading Prospects | Be Clear About Your ROI Proposition | 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
Exclusively for PRO Members. Log in here or upgrade to PRO today.
The question is, if we were watching our own responses to these trials, would we appoint ourselves as the next partner of the firm?
Let’s examine five checkpoints to test your own, or your staffers’, abilities to overcome challenges.
READ MORE →
By Martin Bissett
Four business development steps that are worth your while.
By Martin Bissett
Business Development On a Budget
I’ve taken many accounting firm partners through this process, and it’s quite common for them to balk a little at the pipeline idea when they see the amount of work involved.
MORE: Five Questions for Grading Prospects | Be Clear About Your ROI Proposition | 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
Exclusively for PRO Members. Log in here or upgrade to PRO today.
They see it as just another call on their time when they already have far too much to do, and they ask me why they can’t just write down a list of prospects and go to work on them.
Is that what you’ve been thinking? Well, here’s why that doesn’t work.
READ MORE →
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