A “Driver”: the ultimate definition of a CPA firm partner

A controversial issue at many accounting firms revolves around the question:  What is a partner?

I probably address this question, either directly or indirectly, at least a dozen times a year in my consulting with firms.

The answer has been clouded somewhat by the rapid growth of the non-equity partner position. With two kinds of partners, the question just got twice as hard to answer.

Invariably, when partner groups address this question at retreats, attributes suggested include the following, just to name a few:

• Bringing in business.
• Managing the firm and improving the performance of others.
• Managing clients and getting unsolicited referrals from them.
• Developing staff.
• Teamwork.
• Work ethic.

DRIVER is the best word I can think of to describe a CPA firm partner. A partner drives the firm’s growth, profitability and success.

There is absolutely no doubt in anyone’s mind that a driver makes big things happen:

• DRIVERS bring in business on a regular basis, either from their direct practice development efforts or indirectly from their network of thrilled clients and referral sources.
• DRIVERS never wake up deciding to pack it in and let other partners drive the firm that day.
• DRIVERS never in their wildest imagination think of themselves as employees.
• DRIVERS keep staff at the firm because of their positive influence.

This is what a driver is.  This is what a partner is.