How to get noticed so you are put on partner track (4 things you must do)
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How to get noticed so you are put on partner track (4 things you must do)

This article is based on a virtual workshop that we ran in 2020/21  It was the  Acing the Partnership Admissions Process Virtual Masterclass. If you want to listen to the whole masterclass, join the Progress to Partner membership site  Scroll down to read the article or click the video link to listen to a snippet…

Crafting a strong LinkedIn profile that gets you the results in a few simple steps
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Crafting a strong LinkedIn profile that gets you the results in a few simple steps

Now that people aren’t necessarily meeting face to face, LinkedIn has become the place for professionals to network, as it is the social media platform where people network for mainly business reasons. It also has most of the decision makers you want to meet on it. When those decision makers ‘Google’ your name, LinkedIn is…

Helping your clients go through the Buying Journey: How do you get your content to do your heavy lifting with clients
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Helping your clients go through the Buying Journey: How do you get your content to do your heavy lifting with clients

There are a lot of misconceptions around business development and content creation in the professional services world. The first of them being that it takes too much time. The second is that, as a lawyer, accountant or consultant, you need to sell your services. And these two are simply not true. If you want your…

Fighting the “I don’t have time for this”. How to create daily habits for business development.
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Fighting the “I don’t have time for this”. How to create daily habits for business development.

‘That’s just too hard!’, ‘I don’t know where to start!’, ‘How to find the time for business development?’, ‘…but I’m a good technician…I don’t need to win new businesses’. Sound familiar? Quite frankly, the biggest thing that holds so many great lawyers, accountants, and consultants from progressing their career is knowing how to find the…

How to differentiate and make your firm stand out when you sell a commodity service and risk Price being the major buying criteria
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How to differentiate and make your firm stand out when you sell a commodity service and risk Price being the major buying criteria

In the absence of differentiation, price is the ultimate deciding factor. It’s a painful truth to accept, but that is often what ends up happening with commodity sellers. Nobody wants that, nobody wants to get dragged into a price war where they have to resort to price concessions, but it’s really difficult to differentiate your…

How to come out of your partners’ shadow in a pitch
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How to come out of your partners’ shadow in a pitch

Are you fed up of being a mute spare wheel in pitch meetings? Are you sick of being stuck behind your partners’ shadow? Do you wish you could exude charisma and gravitas so that you stand out for once? Many professionals looking for tips on pitching have asked us these questions, but what they didn’t…

7 key ingredients to improve your tender win rate
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7 key ingredients to improve your tender win rate

There’s nothing more disheartening than losing a tender. After all the late nights, early morning coffees, and pestering (or being pestered) for essential information, it’s a real kick in the teeth when all that effort on writing a bid doesn’t end in success. There are no prizes for coming second… So what can you do…

The missing ingredient in why we struggle to make the time for business development
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The missing ingredient in why we struggle to make the time for business development

It’s too hard! I don’t know where to start! How to find the time for business development? I’m a good technician…I won’t do it. Sound familiar? If I am honest, the biggest thing that holds so many great lawyers, accountants and consultants from progressing their career is knowing how to find the time for business…

8 tried and tested tips to keep the faith with your business development efforts
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8 tried and tested tips to keep the faith with your business development efforts

So many working in professional service firms are shocked when they realise that they are expected to go out and win work. They don’t consider themselves as working in “sales” and can’t work out how to fit it in. If you want to progress your career, you need to get over these thoughts and start…

Everything you ever wanted to know about choosing your niche
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Everything you ever wanted to know about choosing your niche

One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. This may not make sense right off the bat, but it does when you think about it. Having a goal or a target to hit puts you on a path to success,…

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