Episode 48: The concept of implementing a no-blame culture 

 
So, focus on the problem, focus on fixing the problem. Focus on finding solutions to the problem, irrespective of how the problem was created, or who created the problem. 

In this episode of The Wize Guys Podcast, Brenton Ward and Ed Chan discussed what the “No Blame” culture is all about and how implementing it in your organization can be a total game-changer. 

 
Timestamps: 

0:00 - Intro 

0:35 - What is the 'No Blame' Culture?  

2:05 - Reasons why you should create a friendly environment 

2:56 - The importance of focusing on the problem 

4:02 - How managing people affects work productivity 

5:29 - The concept of maturity continuum from Dr. Stephen Covey's book Seven Habits of Highly Effective People 

5:59 - Leadership = Interdependence 

7:22 - How to become a better leader 

 
 
#wizementoring #noblame #culture 

 
 

Quotations: 

 
“I often see accounting firms blaming people for problems and then often they don't know they're doing it, it's just through frustration. So, it's either in their face or their body language or when there's a mistake made.” - Ed Chan 

 

“One of the biggest mistakes that managers make is blaming people for mistakes. It's really difficult because of the mistakes made by it. There's a domino effect all the way down the line. It's extremely frustrating. However, your role as a manager is to get the best out of your people.” - Ed Chan 

 

“If you can create an environment where it's open and solution focus and people are looking for solutions rather than looking for problems, then you're going to have an abundant environment rather than a scarcity environment.” - Ed Chan 

 

GET IN TOUCH! 

Website: www.wizementoring.com 

Facebook: https://www.facebook.com/wizementoring/ 

Twitter: https://twitter.com/wizementoring 

LinkedIn: https://www.linkedin.com/company/wizementoring/ 

Instagram: https://www.instagram.com/wize.guys/?hl=en 

Email: [email protected] 

 
 

Download the full transcript here. 

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 47: Sales Tips for Senior Client Managers 

 
In this episode of The Wize Guys Podcast, Ed Chan and Jamie Johsn with Wize Mentor, Thomas Sphabmixay discussed how Senior Client Managers can be successful in their sales jobs. They discussed some of the different strategies that have helped their SCMs succeed, as well as pitfalls that should be avoided.  

Tune in for this exciting session! 

 
 
Timestamps: 

0:00 - Intro 

0:35 – Develop a healthy sales culture with your senior client managers to grow the practice

3:03 – Pareto’s 80-20 principle 

4:08 - The importance of getting the team structure and capacity plan right to increase sales 

5:05 – The analogy of a sporting team (getting the resource mix right) 

6:55 - “You should slow down sales, but rather ramp up production.” 

9:22 – Some of the challenges you’ve faced in developing SCMs’ sales skills 

13:28 – How to handle your existing clients VS new clients 

15:47 – Jamie Johns’ 6-month Sales Academy: Training Program for your Senior Client Managers 

18:19 - What are the KPIs senior client managers should be held accountable to when it comes to sales?  
 

#wizementoring #sales #accoountingtips 

 
 

Quotations: 

 
“Getting more word-of-mouth referrals is important because not only does it endorse what you're doing if people are happy with you, getting more clients for no cost basically, but just for doing a good job.” - Ed Chan 

 

“... it's most important that the senior client managers, and even if you're SCM yourself, have enough time to talk to the clients. So, rule number one, is you've gotta have enough time to talk to the clients and that's all about sorting out your capacity.” - Jamie Johns 

 

GET IN TOUCH! 

Website: www.wizementoring.com 

Facebook: https://www.facebook.com/wizementoring/ 

Twitter: https://twitter.com/wizementoring 

LinkedIn: https://www.linkedin.com/company/wizementoring/ 

Instagram: https://www.instagram.com/wize.guys/?hl=en 

Email: [email protected] 

 
 

Download the full transcript here. 

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 46: Referrals: Do’s and Don'ts 

 
In this episode of The Wize Guys Podcast, Ed Chan with Wize Mentors, Thomas Sphabmixay, and Timothy Causbrook discuss how having a referral program in place increases the chances of getting quality referrals and keeping the business of these clients for your accounting firm. 
 
Find out how to start implementing this process so that there is a steady stream of referrals in the pipeline.  

 
 
Timestamps: 

0:00 - Intro 

0:35 - How to implement a referral process 

1:14 - Why referrals are the most efficient way to leverage 

1:50 - The importance of client service and communication 

2:39 - What is the ideal time to respond to clients 

4:43 - Why client approval meeting is essential 

5:38 - Tips for giving value to clients 

8:58 - The positive impact of having your clients involved 

9:31 - Understanding the emotional bank account 
 

#wizementoring #referrals #referralmarketing 

 

Quotations: 

“At Chan and Naylor, we have the same-day response. So, if you can't respond the same day because you're in a meeting, then at the latest the next morning. If you can't respond the next morning, you have got to get someone to ring the client up and let them know you won't be able to get back to them for a couple of days. If you're connecting with the client, that's the first thing you need to do. And everybody needs to be on the same page with that.”- Ed Chan  

 

USEFUL LINKS: 
 

• Download FREE eBook: The Accountant's 20-Hour Workweek Playbook 

 

GET IN TOUCH! 

Website: www.wizementoring.com 

Facebook: https://www.facebook.com/wizementoring/ 

Twitter: https://twitter.com/wizementoring 

Linkedin: https://www.linkedin.com/company/wizementoring/ 

Instagram: https://www.instagram.com/wize.guys/?hl=en 

Email: [email protected] 

 
 

Download the full transcript here. 

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 45: Your practice sales playbook - the best way to convert new clients every time 

"It’s 20 times harder to find a new client than to keep existing ones.”- Jamie Johns 

In this episode of The Wize Guys Podcast, Ed Chan, and Jamie Johns, with Wize Mentor, Kristy Fairbairn discussed that leads take a long time to convert, and once they do make sure you have a good policy in place. They also talked about how important it is that you are at the “top of your client's mind” and the speed at which you get back to the client. 
 
#wizementoring #leadgeneration #salesprocess 

 

Timestamps: 

0:00 – Intro 

0:35 – Reasons why its 20 times harder to find a new client than to keep existing ones 

1:48 – Understanding the concept of LAPS steps 

2:43 – The importance of documenting the sales process 

3:05 – The impact of Wize’s philosophy in running an accounting or bookkeeping firm 

4:12 – Ed Chan on “You cannot make a client change Accountant, but you can be top of mind when they eventually decide to change.” -- How important is being at the “top of their minds” and the speed at which you get back to the client? 

5:03 – Marketing VS Sales 

7:53 – How to build a prospect/lead database 

9:16 – Best practices for lead conversion 

10:17 – How to utilize technology in sending business proposals 

10:57 – TIP: Do your presentation face-to-face with you clients 

11:38 – The NEW trend of having face-to-face meetings with clients 

13:07 – How to identify your firm’s Unique Selling Proposition (USP) 

14:31 – How to take action 

18:10 – CRM suggestions to start implementing in your firm 

 
 

Quotations: 

 
“If you follow the process, you'll get the best results. ” - Jamie Johns 

 

GET IN TOUCH! 

Website: www.wizementoring.com 

Facebook: https://www.facebook.com/wizementoring/ 

Twitter: https://twitter.com/wizementoring 

Linkedin: https://www.linkedin.com/company/wizementoring/ 

Instagram: https://www.instagram.com/wize.guys/?hl=en 

Email: [email protected] 

 

Download the full transcript here. 

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 44: The Rule of 33% by Jamie Johns

In this episode of The Wize Guys Podcast, Jamie Johns discusses the concept of the rule of 33%. The rule of 33% states that your time should equally be spent on the following: 1. with mentors (people that challenge you); 2. with your peers (those on the same level as you); and 3. with people who you can mentor and guide.  
 
#wizementoring #theruleof33% #accountingtips 

 

Timestamps: 

0:00 - Intro 

0:35 – Jamie Johns, CEO of Sky Accountants and Co-Founder of Wize Mentoring 

0:43 – The Concept of the Rule of 33% 

0:53 – Spend 1/3 of your time with a mentor 

1:28 – Spend 1/3 of your time with colleagues 

2:03 – Spend 1/3 of your time helping and giving back to others 

2:21 – What do psychologists say about coaching, mentoring, and teaching? 

2:34 – How to take action 
 
 

Quotations: 

 
“Don't forget, spend a third of your time with someone, 10 x your most important rule so that you can feel outside your comfort zone and challenged, and they will make you a better person. The second rule of 33 is to spend the time with your peers and colleagues, people at your same level, and last but not least, spend a third of your time giving back and helping other people because in the process you'll actually get more out of it yourself and consolidate your own thinking and clarity and get laser thoughts.”  - Jamie Johns 
 
 

USEFUL LINKS: 

• Download FREE eBook: The Accountant's 20-Hour Workweek Playbook 

 

GET IN TOUCH! 

Website: www.wizementoring.com 

Facebook: https://www.facebook.com/wizementoring/ 

Twitter: https://twitter.com/wizementoring 

Linkedin: https://www.linkedin.com/company/wizementoring/ 

Instagram: https://www.instagram.com/wize.guys/?hl=en 

Email: [email protected] 

 

Download the full transcript here. 

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 43: How to do competency tests and assess candidates in your recruitment process 

In this episode of The Wize Guys Podcast, Ed Chan and Jamie Johns with Wize Mentor, Tim Causbrook shared the top recruitment practices of Wize Mentoring, specifically with Wize Talent.

WizeTalent is an end-to-end recruitment consultation service for practice owners looking for their next ideal team member. WizeTalent is THE most comprehensive and detailed solution when it comes to helping you analyze, attract, assess, and accept a qualified team member for your business.

Find out how you can find the right candidate to hire today!

  

Timestamps:

0:35 - Then and now: How hiring people has changed

3:24 - Understanding your team blueprint

5:19 - Why recruitment is critical for every firm

6:18 - The importance of having your team structure in place

8:59 - WizeTalent 12-month journey to success

10:36 - How to hire your next team member with WizeTalent

14:59 - Where do practice owners struggle in testing the competency of potential staff members

22:16 - Red flags & tips in recruitment

25:28 - How to manage people in terms of productivity and communication

29:13 - How to take action today

#wizementoring #recruitment #hiringtips

Quotations:

“I always use this analogy that recruiting people is a bit like reacting to the workload as opposed to planning for the workload.” - Ed Chan 

“...one big thing you taught me is hiring can be really emotional. I guess, endeavor. It's super important to make sure you process. You always go back to the process. If you find yourself drifting through the process. The process gives you the results, not your gut feeling necessarily.” - Tim Causbrook

“Just follow the process. Follow the process and let the outcome speak for itself.” - Jamie Johns

GET IN TOUCH!

Website: www.wizementoring.com

Facebook: https://www.facebook.com/wizementoring/

Twitter: https://twitter.com/wizementoring

Linkedin: https://www.linkedin.com/company/wizementoring/

Instagram: https://www.instagram.com/wize.guys/?hl=en

Email: [email protected]

Download the full transcript here

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 42: How to Structure your Accounting Practice's Org Chart

In this episode of The Wize Guys Podcast, Ed Chan, Jamie Johns, and Brenton Ward shared the value of having an organizational chart in any accounting practice business.

Jamie himself has implemented an org chart in his practice, Sky Accountants and it helped him focus on working on the flow and managing people more effectively and efficiently.

Discover how an organization chart can provide clarity and direction to your firm and how it can give you the ability to scale your business today!

 

Timestamps:

0:35 - The importance of managing people to succeed

1:54 - Top-down management is a better form of leadership

3:37 - How to invest with people

4:28 - Is an organizational chart essential to every accounting firm?

#wizementoring #people #orgchart

Quotations:

“There's an African proverb that says, if you wanna go fast, you go by yourself, but if you wanna go far, you've gotta bring your team with you.”  - Ed Chan

“...success in your business is how you manage people, how you manage your client's expectations, and how you manage your teams.” - Ed Chan

“The only reason why I have the lifestyle I have today is because of that investment in my people…” - Ed Chan

USEFUL LINKS:

• Download FREE eBook: The Accountant's 20-Hour Workweek Playbook

GET IN TOUCH!

Website: www.wizementoring.com

Facebook: https://www.facebook.com/wizementoring/

Twitter: https://twitter.com/wizementoring

Linkedin: https://www.linkedin.com/company/wizementoring/

Instagram: https://www.instagram.com/wize.guys/?hl=en

Email: [email protected]

Download the full transcript here.

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 41: How to start your next deep and narrow production team 

“All around the world, obviously, there are businesses ~ accounting firms and bookkeeping firms that are no different in adding people.. ‘Hey look, you start next week, you can report to me.’ What happens is, you'll win a few more fees, you'll win a few more clients, and then you'll think, ‘Oh yeah, well I'll just, I'll hire someone else. They can start in a couple of weeks and then you'll say to that person, you can just report to me.’ And so that goes on and on. This was my experience before I knew it. “

In this episode of The Wize Guys Podcast, Jamie Johns together with Wize Mentors, Kristy Fairbairn, and Michael Ferris shared how a deep and narrow team can scale your accounting business.

Find out some of the Wize strategies with great emphasis and weight placed on having a team structure in place today!

Timestamps:

0:35 - The importance of having a deep and narrow team to scale your business

1:11 - What are the different roles that make up the deep and narrow team structure?

2:41 - The impact of traffic flow on production and communication in your firm

4:48 - Finders, minders, and grinders

5:55 - WizeTalent: how to hire your next team member

6:50 - When to restructure your firm (change management tips)

10:17 - Wize’s No-bypass Policy

15:26 - Don’t micromanage, microtrain your people!

15:44 - How to deal with early adopters, middle adopters, and late adopters type of clients

19:25 - How Mick started implementing the deep and narrow team structure to his staff 

20:41 - Top 3 characteristics to consider when looking for candidates

22:15 - How a great team structure will benefit your firm’s production and outputs

25:15 - How you can take action today

 

#wizementoring #team #people

Quotations:

“I always say teamwork makes the dream work.” - Jamie Johns

“You cannot grow without spare capacity.” - Jamie Johns

GET IN TOUCH!

Website: www.wizementoring.com

Facebook: https://www.facebook.com/wizementoring/

Twitter: https://twitter.com/wizementoring

Linkedin: https://www.linkedin.com/company/wizementoring/

Instagram: https://www.instagram.com/wize.guys/?hl=en

Email: [email protected]

Download the full trans

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 40: Wize Mentoring: Build a business that runs without you

“A few years ago, I started my own firm and ended up becoming a slave to my business, and it ultimately put me in the hospital. I was doing crazy hours. I wasn't looking after my health and wasn't seeing my family. So over time, I reached out to different coaches and mentors and ultimately found a mentor called Ed Chan. And Ed Chan gave me a blueprint to scale my firm to get my life back so that my firm could run without me and give me a passive income.”

In this episode of The Wize Guys Podcast, Jamie Johns shared how he began his journey in building freedom to his ideal income and lifestyle through the Wize Mentoring program.

Wize Mentoring provides mentoring and tools to Accounting and Bookkeeping practice owners who are looking to scale their business whilst working less hours, earning more money, and having more choices in life.

Our global community of like-minded Accounting and Bookkeeping firm owners, our arsenal of proprietary tools, and our extensive track record of building successful Accounting firms are the cornerstones of our program's success

Timestamps:

0:35 - Jamie's experience having Ed Chan as a mentor

1:36 - Step #1: Begin with the end in mind

2:28 - Step #2: Break down the organizational chart into 7 divisions

4:11 - How can Wize Mentoring help you today

#wizementoring #accountingtips #freedom

Quotations:

“It's very important to get this organizational chart in place with the right people in the right divisions so that you can scale your firm.” - Jamie Johns

“So part of the Wize Mentoring course is to drill down and set up these ideal teams in a very methodical way so that you've got the right people in the right seat as JIM Collins says.” - Jamie Johns

GET IN TOUCH!

Website: www.wizementoring.com

Facebook: https://www.facebook.com/wizementoring/

Twitter: https://twitter.com/wizementoring

Linkedin: https://www.linkedin.com/company/wizementoring/

Instagram: https://www.instagram.com/wize.guys/?hl=en

Email: [email protected]

Download the full transcript

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here

Episode 39: Your fab5 dashboard crash course - the KPIs that build the business to run without you

In this episode of The Wize Guys Podcast, Jamie Johns together with Wize Mentors, Tim Causbrook and Michael Ferris share valuable about key performance indicators or KPIs.

“What you can measure, you can manage,” as Ed Chan always mentions. One of the most important aspects of running a business without you is having KPIs in place which is discussed during weekly and monthly meetings.

At Wize, Jamie has been able to derive the KPIs in the Fab5 dashboard. This helps manage and track the firm’s KPIs. Also, Jamie Fab5 fine-tuning in Sky Accountants for seven years. Today, he’ll share how you can start to implement this dashboard in your firm today!

Timestamps:

0:35 - The Wize DRS Model: Design 

1:26 - The concept of “What you can measure, you can manage”

2:36 - How Jamie derived the KPIs included in the Wize Fab5

4:29 - Why Fab5 is critical when growing your firm

10:22 - Tips for implementing buy-in

11:59 - What is lockup?

15:03 - The importance of having timesheets

17:20 - How to measure revenue

20:16 - Leadership is by the influence

Quotations:

“I think healthy competition is a good thing in general and everyone wants to be a winner. It’s quite common. I've actually seen this inspire people to be better.” - Jamie Johns

“It's not what we do, it's how we do it to get the success or the outcomes we need. It's always in the how. The answer's in the how.” - Jamie Johns 

“You wanna treat the problem, not the symptom.” - Tim Causbrook

USEFUL LINKS:

• Download a copy of the Accountants Write-offs Secrets

GET IN TOUCH!

Website: www.wizementoring.com

Facebook: https://www.facebook.com/wizementoring/

Twitter: https://twitter.com/wizementoring

Linkedin: https://www.linkedin.com/company/wizementoring/

Instagram: https://www.instagram.com/wize.guys/?hl=en

Email: [email protected]

Download the full transcript

________________

PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:

1. Download our famous Wize Freedom Strategy Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here

2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here

3. Book a 1:1 Wize Discovery Session – Spend 30mins with our Wize CEO, Jamie Johns, a $7M firm owner who is ready to give you his entire business plan to build a firm that can run without you – Find out more here

4. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here