WANT MORE OF YOUR OWN CLIENTS?

Then download our ebook “The reluctant business developer’s guide to winning clients” by the author of The Go-To Expert. You’ll discover the:

  • 5Ps to create time for business development
  • 3 simple tests to find your lucrative niche
  • How to get back in touch with people who you have lost contact with
  • DUFF formula to stop wasting time on clients who will never sign up
  • 5 signs to look out for to get peace of mind that your marketing plan is working.
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Brexit: How to future proof your career in the short, medium and long term

Brexit. Ouch… (and that’s an understatement) The current political and economic uncertainty here in the UK, due to the Brexit vote results, will have far reaching consequences for anyone in practice. How many of us are thinking, “this feels like Lehman...
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This cautionary tale will make you consider your online footprint

I’ve written several articles about how you can use social media to boost your reputation and generate referrals.  However, just like your physical image, your online image needs tending and careful grooming. What does your online footprint say about you? Are you...
Read More

Are you making this mistake which is stopping your network from sending you referrals?

It was an innocent enough situation, and one which could have easily spiralled out of control. It also was a situation which illustrated why so many of us are missing out on referrals. In this blog post I will explain all, but also give you some ideas on how to...
Read More

This is why my husband and I had an argument on top of a steep hill

An incident from my recent holiday served a useful reminder of the importance of checking assumptions and clarifying exactly what a client wants. A long steep hill loomed My breathing was becoming heavier and heavier and even more laboured. My chest was screaming for...
Read More

The comfort zone trap – is it holding your career back?

What’s climbing got to do with making partner? As it happens, quite a bit. In this blog post I will explain the connection between climbing and making partner, and why it is so important for your career that you challenge yourself to climb out of your comfort...
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The comfort zone trap – is it holding your career back?

What’s climbing got to do with making partner? As it happens, quite a bit. In this blog post I will explain the connection between climbing and making partner, and why it is so important for your career that you challenge yourself to climb out of your comfort...
Read More

What it really means to be professional at work

Last week I was running a referral generation workshop for a small law firm. When we were discussing what stopped us feeling confident at networking, the old chestnut appeared. You know, the one about ‘wanting to appear professional’, so not being able to...
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How to quickly excel to get promoted from audit supervisor to manager

This article sums up the advice I recently gave to an auditor who wanted to excel and move up the ladder quickly, and get from supervisor to manager this year. Sometimes the supervisor role outside of audit has a different title such as ‘senior associate’...
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8 essential tasks before a conference to maximise the return on your time investment

Attending conferences means a large time commitment from you. Often one which your billable time targets can’t afford. However, hard-to-reach decision makers and incredibly well-placed introducers often attend conferences. Being there as well may be your best...
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Seven main differences between working for Big 4 and Mid-Tier firms

Working in Big 4 or Mid Tier Firms – what are the differences? Working for one of the Big 4 – KPMG, EY, Deloitte, or PwC – is often seen as the best career for accountancy and consultancy professionals. It’s certainly great for the CV, but how...
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8 great tips to help you change career successfully

Reality has forced many people in the last twenty-four months to consider a career change. Here are seven great tips to help you change career successfully.

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4 tips to help take the stress out of doing verbal and numerical reasoning tests

One element of the partnership admissions process, particularly if you are a lateral candidate, is verbal and numerical reasoning tests. These are normally nothing to be feared. If you haven’t done any verbal or numerical reasoning tests for a fair few years,...
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Why my coming 292nd out of 330 will help you make partner

My face was bright red, I was sweating from every single part of me… but I was smiling and ecstatically happy. My husband was by my side. There was of course, some fairly tight and revealing clothing being worn… … but you would expect that as I was...
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4 simple ways junior auditors can outshine their peers to get the promotion

If you could go back to the early stages of your career, what advice would you give to yourself to help you navigate the maze to get promoted in your firm? I wonder if any of your advice would match the four tips I recently gave to an audit trainee: 1. Be a delight to...
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Making partner or not, the pros and cons

I was interviewed a few months ago by a journalist for an article in Economia on the different routes to make it to partner. As I was speaking to her, I found myself wanting to say: but what if you don’t want to make partner? In chapter 2 of How to make partner...
Read More

This cautionary tale will make you consider your online footprint

I’ve written several articles about how you can use social media to boost your reputation and generate referrals.  However, just like your physical image, your online image needs tending and careful grooming. What does your online footprint say about you? Are you...
Read More

Are you making this mistake which is stopping your network from sending you referrals?

It was an innocent enough situation, and one which could have easily spiralled out of control. It also was a situation which illustrated why so many of us are missing out on referrals. In this blog post I will explain all, but also give you some ideas on how to...
Read More

This is why my husband and I had an argument on top of a steep hill

An incident from my recent holiday served a useful reminder of the importance of checking assumptions and clarifying exactly what a client wants. A long steep hill loomed My breathing was becoming heavier and heavier and even more laboured. My chest was screaming for...
Read More

This one tip could unlock the referrals from your network

On a group for female professional speakers that I moderate, the group members were asked to introduce themselves in a ‘snappy way’ by limiting themselves to 3 things. Most of the group members failed to do this. It was a classic case of needing to have a...
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The number one reason why you need a non-negotiable level of business development activity

In this blog post I look at what causes the feast and famine cycle of new client work, and how you can avoid this with your practice. I’m in danger of getting into a feast and famine cycle Today is a strange day for me. I’ve started off the day by blogging and...
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How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?

My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her real work and who was really interested in her work and methodology....
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How to identify if perception is the root cause of your inability to win business

I had an interesting conversation today where perception was at the heart of the conversation. Here is how the conversation went: Them: One man bands really don’t want to put their hands into their wallets and buy business coaching. That’s why I need to...
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How to grow a £2 million-sized practice within 2 years

I was recently asked for advice on how to win new clients. But not just win new clients, but grow a £2 million-sized practice within 2 years to justify a partner business case. Whilst the title of the blog post may seem very far-fetched, there are firms who want their...
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The 5Ps that always give time for business development

The dilemma: You have a full client workload and a daily chargeable time target of over 6 hours a day. However, you need to build your own client portfolio. That is a full job in its own right. You need some time-effective business development tips. So, is it any...
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6 ways in which what clients (really) want has changed in the last decade

Do you or your practice know how to deliver good client service? Read this article for tips and techniques to deliver excellent client service every time.

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The Reluctant Business Developer's Guide To Winning Clients

  • 5Ps to make time for business development
  • How to get back in contact with people you have lost contact with
  • The DUFF formula to stop wasting time on clients who will never sign up
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