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The 3 most likely reasons why your leads are not converting

ByHeather Townsend

Do you find that you have good conversations with prospects which never quite seem to lead to paid work? You are not alone! This is one of the most common challenges professional advisors have with their business development. Particularly when they are new to business development. In this article I explore the 3 most common…

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My 2 favourite tried and tested time saving business tools

ByHeather Townsend

This month is Stress Awareness month. I don’t know about you, but I never seem to have enough time to do what I want to do AND have enough quality time with the family. This is a continual source of friction for me which tends to raise my stress levels. Therefore, in this blog post…

buy-in
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What to know before you become partner?

ByHeather Townsend

In this blog article I discuss the financial implications of becoming a partner. For example, the buy-in process, how you get paid etc I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to move from senior fee earner to…

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Buying signals: How to recognise them and swiftly close the sale

ByHeather Townsend

How do you know when a client is thinking of buying your services? They start to give off buying signals. This blog post answers the question, what are buying signals? Then, when you recognise a buying signal how to progress the sale swiftly to a conclusion with your potential client. I’m Heather Townsend, author of Poised…

blogpost thumbnail for the how to make partner website that says : How to build up a pipeline of new work via my network? Find out the secret to building up your own pipeline of work using your network
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How to build up a pipeline of new work via my network

ByHeather Townsend

How to build up a pipeline of new work via your network If you’re trying to build up a pipeline of work via your network but feeling lost and stuck, read on! Here is the secret to building up your own pipeline of work using your network. I’m Heather Townsend, author of Poised for Partnership and co-author of How to…

How to win new clients
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Business development advice that harms more than helps

ByHeather Townsend

Clients often tell me about the business development advice they have had from well-established partners in their firm.  Lots of these tips are spot-on and very helpful. Others are . . . well, we have a chuckle!   Some of the tips I have heard have been at best unhelpful and sometimes actually damaging to…

8 tried and tested ways to increase your profile
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8 tried and tested ways to increase your profile

ByHeather Townsend

It’s a common piece of feedback that many aspiring partners or directors will get told. In a professional services organisation, having a good profile leads to getting onto the plum assignments and being first in line for any promotions. But what does it mean, and how do you go about increasing your profile?

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