E.Q vs. I.Q. - Do You Know the Difference?

Your "E.Q." or your Emotional Quotient is the way we measure your emotional intelligence, or your ability to use both your emotions as well as your cognitive skills (cognitive skills are measured in an "I.Q." test.  Most people will agree that you use your emotional intelligence gets you through life - while you use your I.Q. to get through school.  How adept are you in this area?

You can take a free quiz here:
Free I.Q. Quiz

Let us know how you fare!

1. What are the common obstacles firms are facing to successfully implement internal succession for their partners? And how can firms overcome these obstacles?

I fear the most common obstacle in successfully implementing a smooth transition for senior partners in succession is a seemingly one-size-fits all-approach to this situation.

As the baby boomers slowly migrate out of their roles as full-time partners in CPA firms across the country, it has become all too apparent that these individuals are having a hard time coming to terms with the new role they will play – either at the firms – and/or in their personal lives.  Human beings are complicated and each deserve special consideration as to how this transition can be as “easy” as possible….relationships with clients and referral sources should be tapped and leveraged appropriately.  Clients should not just receive a blanket letter;  retiring partners should not be told how it will play out.  A dialogue should ensure that identifies the major issues and concerns of all involved in the client and staff relationship so that alternative innovative alternate solutions can be discussed.

Nothing ever stays the same – in business or in life – so it is important to evolve accordingly to the climate and situation of these individuals.  Those who approach this transition with an open mind – as well as an open heart – and empower all those involved might be pleasantly surprised  by what happens.  

Asking for Referrals - a Hint to marketing professionals and consultants

It always amazes me how resistant accountants and lawyers are to asking their most loyal clients for referrals!  I ask them to reverse the scenario - what if the client asked YOU to make an appropriate introduction on their behalf....how would you feel about such a request?  No biggie after all, right?  Of course, asking them to make this shift requires a dialogue - a bit of a role play - but it's worth it to initiate this vital change in the perception of the professional service providers we serve!

Recently, I was able to convince a seasoned partner to do just that - for the first time she started asking for new business -and WOW!  She was able to track more new business in that three month than all of last year - no kidding!  Asking referrals is the EASY BUTTON - so press it!

Lisa

Lisa Tierney will be Live for Ask The Expert on July 18, 2012!

Whether you are a new shareholder at your firm - or a seasoned professional - you might still find marketing challenging. What if you could learn how to get more by doing less? What if you could learn how to enjoy marketing like never before - even look forward to participating in marketing activities?

Date: Wednesday, July 18, 2012

Host: Lisa Tierney, CLSC, Founder, TIERNEY Coaching & Consulting

Time: 1:00 - 3:00pm Eastern

In this iShade Ask The Expert, Lisa Tierney will answer your questions on creating the perfect marketing plan for you.  Learn more about using the TIERNEY Approach to the Perfect Marketing Plan™ to:

• Market yourself to your target audience in a way that suits your comfort zone and allows you to shine
• Figure out how to stand out from the competition
• Pull in clients and customers using the TIERNEY Approach to the Perfect Marketing Plan™

Log in to iShade Wednesday, July 18, 2012, between 1:00pm and 3:00pm Eastern, go to the Practitioner to Practitioner Group and look for Discussion Topic, "Ask The Expert: Lisa Tierney - Creating the Perfect Marketing Plan for You." Lisa will be online, answering your questions and sharing her experience and expertise.

The Trick to Writing a Captivating Professional Profile

I think the "trick" to write a captivating bio starts with knowing your ideal client.  Not just a category of client - such as an industry or a specific service they might require, but the intimate attributes of just the client you are trying to attract:  in other words, a manufacturing client becomes a middle-aged male who processes food products;  a healthcare client is actually one physician in a 10< less group medical practice specializing in high dollar medicine; a high net worth individual is actually a 55+ equestrian enthusiast.

When you really understand the in-depth characteristics of those you wish to serve, you can write a professional profile that speaks to them - their issues, their concerns, their passions.  I also have perfected a formula for doing this on an individual basis if anyone's interested!

Lisa Tierney

Out of Body Experience ? Become Your Target Audience

One of the most important things to consider in marketing is how our target audience can benefit from our knowledge or expertise.

An example is when my colleague (TIERNEY Coach, Cheryl) relayed to a client of ours that the "person" who was inundating our LinkedIn group with posts was, in fact, a "Google bot" that didn't really exist - and then explained to us how we could "block and delete" the posts from our group.  We said, "Wow!" and her reply was something like, "Oh, you didn't know that?"  As she shared this story with more and more people (like I am with you) we are able to demonstrate our knowledge and expertise.  She figures this is a no-brainer;  while others are impressed.  Reminds me of the simple adage:  "It's easy when you know."

So what DO YOU KNOW (or take for granted, maybe) that your target audience could benefit from? 

How could YOU explain something to them in more detail - or better - than others are (i.e. not sending  a link to the article or tax law as it's been published - but rather a lay man's language as it pertains to them).