Yesterday I was with a sole practitioner, his fees had been flat-lining for 3 years at about £360,000. He then improved a few little things…

…and grew to £396,000 and then grew to £434,000.

Then he hired a couple of really good people and billed £545,000.

They have also built a healthy cash balance and are planning even more fee and profit growth in 2014. The future looks very exciting for this firm mostly because a couple of weaker employees have left and a couple of superstars have joined the firm.

It’s because you and your firm are in the relationship building business (with clients, introducers and prospects) that the quality of your people are crucial.

Please don’t get me wrong. I’m as passionate about systems and processes as anyone. However great people change your firm’s ability to impress your clients, free partners up to do valuable relationship building activity, and ultimately help you cross-sell more services and win more referrals.

Jim Collins summarises this best in his book ‘Good To Great’: “Get the wrong people off the bus, and get the right people on the bus.” Easier said than done I know, however…

…this all suggests, to get great marketing results for your accountancy firm, you must be brilliant at hiring brilliant people! Thing is, few partners are expert recruiters.

It’s for this reason we’ve created the next edition in our series of Business Bitesize Breakthroughs. It’s called – “How to hire the superstars who grow your business and avoid hiring the others who don’t.”

You can get instant access to this easy-to-read, engaging, 4-page report here

[NB You might be interested in sharing this high-quality, high-value business breakthrough with your clients, prospects and introducers. If you’d like to investigate securing a regionally exclusive licence to distribute an ‘own-branded’ version of Business Bitesize to your contacts go here

What I’m interested to hear about is how your great hiring decisions have helped you grow your firm?

And if you’re willing to share, how your bad hiring decisions have held your firm back?

Paul Shrimpling

PS If you want to get access to the support tools to help you and your firm interview and hire better people please go here – you’ll also be able to see back editions of Business Bitesize.

Creator of ‘Business Bitesize’ – cultivating a greater flow of new clients for your accountancy firm through profitable word-of-mouth –

Author of ‘Bamboo Marketing For Accountants’ – the route map to marketing success for accountants in practice –

And let’s get LinkedIn