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STRATEGY
Influence: Winning Others Over
A five-step process.
By Matt Rampe
Ancient Chinese military strategist Sun Tzu writes in his book, “The Art of War,” “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.”
Many accounting partners go to “war” (aka strategic planning) and then seek to win by having their opinions prevail. If the partners are well aligned, that can work. However, often partners are not yet aligned on key issues. That is where the subtle art and science of influence can be used to create victory.
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What Is Influence?
According to the Oxford English Dictionary, influence is the capacity to affect the character, development or behavior of someone or something. In a CPA firm context, influence is the method by which you seek to understand and then persuade your peers into alignment around key issues.
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How to Have Difficult Conversations
Four points to consider.
By Matt Rampe
A common stumbling block for partner groups is poor execution or complete avoidance of hard conversations. We can have all the best goals and systems in place, but if constructive candor is absent, we will likely go off course.
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What Is a “Difficult” Conversation?
While you may not look forward to talking with your dentist about a cavity or listening to the endless terms and conditions when you sign up for a mortgage, those are not what we mean by “difficult” conversations.
A difficult conversation has these elements:
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Matt Rampe: Make Strategy Stick | Gear Up For Growth
Five steps turn vision into execution.
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Gear Up for Growth
With Jean Caragher
For CPA Trendlines
On the latest episode of “Gear Up for Growth,” host Jean Caragher interviews Matt Rampe, partner at Rosenberg Associates and author of the forthcoming book, “CPA Firm Strategic Planning: Your Roadmap for Long-Term Success,” about how accounting firms can move beyond ad-hoc retreats to a disciplined, accountable planning process that sticks.
Rampe, who advises firms on strategy, succession, partner development, and profitability, said the book grew out of years of facilitation and coaching with firms of all sizes. “The book was in my brain for a long time before it got put on paper,” he says. “When I started writing, it actually came pretty quickly—but I learned there’s a lot more to making a book than a Word document.”
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Rampe argues that the profession has reached a disruption point, citing converging pressures including private equity, technology, staffing shortages, succession for retiring Baby Boomers, and a shift toward advisory services. “What worked for us 10 years ago isn’t going to work for us 10 years in the future,” he says. “The old model, where a few partners disappear into a room and come out with a plan, doesn’t work in this age. We need to be nimble.”
Keep Your Strategic Plan Moving
What’s your mindset for implementation?
By Matt Rampe
Now that your strategic planning event is completed, it’s time to roll up your sleeves. With almost two-thirds of CPA firms reporting that execution fails after their planning event, implementation becomes a critical factor in your success.
| FORTUNA ACCOUNTING CHECK-IN
As Bill sat in his office, the typical hum at Fortuna Accounting had resumed. The partners had made a splashy announcement about the new vision and their strategic priorities at the All Hands meeting last week, but now things seemed quiet. As Bill stared at his growing inbox of urgent requests, he began to wonder if anything new really could get done before this time next year rolled around. The thought was immediately pushed from his mind as the phone rang loudly and his biggest client showed up on his caller ID. |
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Core Question of the Implement Stage (Post-Event)
The Implement stage continues, and is perhaps most important, after your strategic planning event concludes. This article will cover the post-event part of this stage.
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