Heather Townsend

Email vs phone call: which is better to use when staying in touch with your network

You know you need to stay in touch with someone in your network. The challenge is email vs phone call? This article aims to answer the question of when it is right to email and when is it right to pick up the phone and make a call. Email vs phone call: Why the dilemma? …

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6 unexpected places to get ideas for content.

One of the best ways to generate work is via content marketing or what was typically known as thought leadership. However, the problem with a content marketing approach is always having to come up with new ways to identifying content which will be valuable for your clients and prospects. It is so easy to get …

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Use this attitude to get the maximum effectiveness from your business development efforts.

 Over the last 6-12 months, I have been coaching many people who are very new to winning their own clients. Interestingly, they have all suffered from this one attitude problem. Your business development mindset is key to whether you win work or not. This blog post explains what this attitude is and how to get …

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Is this self-limiting belief handicapping you from building your own network of introducers?

From time to time I get a run of similar clients with similar problems. As it happens, now is one of those times. At the last count, I am working with 4 lawyers who are all involved in deal making, i.e. M&A, Private Equity, Financing. These lawyers are spread all over the globe, so this …

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A simple way to identify your niche if you are a deal maker

Starting to win your own clients effectively always starts with identifying what you want to become known for, i.e. what will be your specialism or niche. This blog post, based on similar conversations with clients who are M&A lawyers, shows you a very simple process to identify your niche.   Recently I have been working …

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5 super easy ways of producing highly valuable content without doing any writing.

 The people I work with often tend not to identify as ‘writers’. They are ‘numbers’ people or good at talking to people ‘face-to-face’ but not good with then writing stuff down. I get that. Each to their own. However, in today’s world, if you want to grow your profile and visibility, that means content. This blog …

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The ultimate guide to balance client work and networking (even if you have a large deal on)

As a junior professional you always have drummed into you that client work always comes first. That’s fine when you are a junior professional. But what happens when you need to grow a partner-sized client portfolio AND still hit high chargeable time targets? Or if you are a new partner and if you don’t do …

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Changing the word impossible to possible.

How to say no gracefully without fear of making a career limiting move

How to say no gracefully is the challenge facing most people in professional services. Saying no to the wrong person or in the wrong way can be a career limiting move. Particularly if you are on Partner Track or seeking a promotion to the next level in your firm. The problem is everyone needs to …

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Changing the word impossible to possible.
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