PR SEO

Personality styles have been studied since biblical times. The ancient Greek Hypocrites identified four distinct personalities. Others have identified many more and have concluded that everyone has several personality styles. I have learned that you can do a lot with Hypocrites’ four styles: directors, compliants, influencers, and steadies. These styles are similar to a modern [...]

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One of the saddest events I witness in professional firms is the exodus of good people with experience. Yet this is just the group of people firms want to keep. The policy of “up or out” – you make partner or you leave – strips firms of great experience. And it can cheat staffers who [...]

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One of the crises many professional firms face today is a scarcity of loyal, talented, and experienced people. What if, when you were age 24, one of the partners of your firm, whom you respected, invited you for a cup of coffee. Then after some initial chitchat, the partner said to you, “I’d like to [...]

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In many legal and accounting firms, CE, CLE, or CPE selling is a frequently neglected marketing tool. Continuing education (CE) is viewed as a burden rather than a beneficial sales tool. Many professionals view their CE requirement with disdain. Some even cram their hours into the last month of the year and try to do [...]

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Great advances have occurred in the professional training programs available today. Firms want a bigger payback from their investment in training. Accountants and attorneys are looking for courses that are satisfying, challenging, and rewarding. They want practical, exciting ideas for gaining efficiency and increasing their value to clients and prospects. How to make training in [...]

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You know the old story about the youngster who asked how to be successful. The successful professional said you need experience. And how do you get experience? You try and fail. The error of the past is the success of the future. Encouraging Effort How can you encourage your partners and professionals to fail more [...]

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Has business life for your clients become more complex? How about competitive? Regulated? Are tax and legal issues more difficult? If your answer to any of these questions is in the affirmative, you believe as I do: “The demand for high-level professional services is growing, not declining.” This phenomenon puts great pressure on the service [...]

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Building a brand can be a powerful force in your practice if your firm truly operates as one firm. Most firms operate as a collection of practitioners sharing overhead. Operating together as one firm enables you to create synergy when communicating with clients and prospects. Synergy from One Firm How can you tell if you [...]

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Successful leaders have a vision for their business. Whether you are CEO of your firm or a practice leader, you will be more successful when you lead with vision. The “Vision Thing” What is a vision? A vision is reality in the future. A vision shows where you want to go and what things will [...]

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Becoming an insider and selling to owners, board members, and top management takes a unique combination of attitude and aptitude. Attitude To operate successfully in the boardroom, you need the self-confidence to feel on equal footing with the top officers. Such an attitude also presumes that you can understand the issues facing the top officers. [...]

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