How to Win the New Breed of Client


Watch, listen and learn... and be inspired

CPA Trendlines contributor Martin Bissett teaches a global meeting of top CPA firm leaders how to land the new breed of the high-growth, high-value client.

See Martin Bissett at work:






  • The new breed of client called T.O.M. (Tom).
  • What Tom wants.
  • Why Tom doesn’t want you – yet.
  • How to identify, attract, and sign new Tom clients.
  • Identify your Tom clients and prospects.
  • Capturing the right clients: Growing, profitable, ambitious
  • And they’re outgrowing their current firm (but they don’t know it yet)
  • Defining and leveraging your special advantage
  • Why most accounting growth plans fail
  • The Five Easiest Ways to Lose New Business – Before you even start
  • The Hard Truth: What Clients Say
  • The Transformation from a Professional Service Firm

Try before you buy:
Download the full set of Powerpoint slides here (PDF, 89 pages).

(Keep the handouts free of charge)

See the complete set of Martin Bissett's practice development and professional training library:

About Martin Bissett

Martin Bissett, author of Winning Your First Client, Passport to Partnership, and Business Development on a Budget, is the founder of The Upward Spiral Partnership Ltd., the UK-based consulting firm that specializes in the implementation of professional selling and leadership skills in the next generation of accounting professionals.

Previously, Martin served ten years on the board of the directors of the UK’s leading provider of high-quality new business appointments for accountancy firms. There, he held the responsibility for the nurture and organic growth of the organization’s new client base, including six of the UK’s top 30 firms of accountants.

Martin became fascinated by the apparent juxtaposition of partners not vocalizing what they were looking for in terms of an accomplished skill set from their potential future partners and their managers not asking to discover what that skill set included, despite wanting to reach that very position. In a profession with a supposed “Succession Crisis” on the horizon, this apparent stand-off struck him as curious. This has led Upward Spiral Partnership to personally interview several hundred partners and managers in the US and UK to learn what partners are looking for and how the managers see their own future in the firm. There are, of course, firms who have addressed this issue already, and their initiatives have also been captured.

The results of the research, including both the consensus and the exceptions to the general opinion, is called “Passport to Partnership.” This study provides the highlights of each factor that the majority of partners interviewed use as their criteria when evaluating whether someone in their organization can make it to the top. As a result of the combination of his experience, intellectual property and this proprietary research, Martin now consults with accounting firms in the UK, Europe and the USA to support them in their transition through to the next stage of their development and growth.

(Note: CPE credits not available for this recorded program)