Heather Townsend

6 crucial choices you need to make to be successful with business development

If you’re on your way to making partner, thinking about how to win your own clients is one of the main thoughts that is probably on your mind. But have you ever thought about some of the choices that you need to make that could help you with this? This article looks at 6 crucial …

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how to win your own clients

Why we need to banish old fashioned thinking and see that business development has changed over the last 10 years

Business development, specifically winning business to grow a client portfolio, has changed hugely in the last 10 years. The established rainmakers in your firm, the older partners, will tell you that it hasn’t changed and that tried and tested methods are the way to go today, but they are wrong in thinking this way. The …

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building firm

Your definitive guide to getting through the partnership admissions process

The partnership admissions process bring about a mixture of emotions, either you made partner or you didn’t, and if you did, the excitement can be slowly worn down by the reality that is ahead of you. Partnership Admissions Process Articles To help you get through the partnership admissions process without tearing your hair out, I …

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How to make partner

Choosing your niche: everything you need to know about creating a strong personal brand that’s memorable

In order to get to partner, particularly the Big 4 and large firms, you will need to find your niche. Some professionals find that by the time they get to Partner Track they already have a clearly defined niche. This isn’t the case for everyone, however, and there are many accountants, lawyers and consultants who …

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The ultimate guide to building a pipeline of new work by networking effectively

Although networking can be one of the biggest time wasters for accountants, lawyers and consultants, it is one of the tools that makes up an effective business development strategy. If done right, networking can be invaluable to growing a partner-sized client portfolio. But many professionals (lawyers, accountants and consultants) want to know how do you …

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5 things you need to prove if you want to move from director to partner in a Big 4 firm

I have been privileged to help several senior managers in a Big 4 make it to Director and then help them along their way to Partner. In this article, ‘Partner versus Director,’ I share what I have learnt along the way, in particular, what is the difference between a Big 4 partner versus director. Big 4 …

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How to identify when you need to work ‘smarter’ and when this isn’t going to help you get more productive

I was having a conversation recently with a client who had been newly promoted to director in his Big 4 firm. The conversation inspired this article as we were looking at how he utilised his time. He thought he needed to work smarter in order to work harder. However, it wasn’t simply a case of …

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Changing the word impossible to possible.

When to say No (or yes) to extra responsibilities at work

Many Big 4 firms and law firms expect their senior managers, directors, senior associates and legal directors to take on extra responsibilities at work. These are normally non-chargeable responsibilities which will take you away from the day job. The reality is that it is not optional to take on these responsibilities. However, these extra responsibilities …

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Why feeling the fear and do it anyway is NOT going to help you make it to partner.

Making it to partner involves building a new skill set AND changing our role and responsibilities over time. I don’t think that there is any accountant, lawyer or consultant in practice who I have met who hasn’t felt the fear of needing to win their own clients and build up their own practice. What you …

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3 cracking ways to stop wasting time with business development

Business development is essential if you are going to grow your own practice to make partner. But many accountants, lawyers and consultants find that business development time waster activities loom large on their to do list. (And that’s if you have the time to do business development in the first place! Are you allowing business …

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