We all understand the definition of ‘partnership’ but I wonder how many blogging accountants truly experience the concept. A couple of firms’ partners I spoke with recently implied they were really a loose set of individuals who happened to trade together. I’ve been in that situation – it’s not a partnership but a competitive bunfight where nothing gets done because everyone’s too worried about the impact on their fiefdom. I see it in mainstream media;s sometimes refusal to open itself up to discussion as a way of broadening its readership. Given that non-partnership partnership may be more common than many realise (and I only have a ‘lot’ of anecdotal evidence that’s true), then how on earth can we as a profession take on Brian Sommers superb advice to:
Focus on the power of the relationship and the new client value delivery opportunity.
With great difficulty. And that’s in the context of some great advice about winning new clients and the presentation steps involved. His example is consulting but the same principles apply to the general practitioner. More important, what kind of values does that instill into employees and those on the partnership greasy pole? Not great ones methinks.
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