Heather Townsend

Heather Townsend is the global expert on what it takes to make partner. She is the best-selling author of 5 books, including 'How To Make Partner And Still Have A Life' (co-written with Jo Larbie), 'Poised for partnership', 'The Go-To Expert' and 'The Financial Times Guide To Business Networking'.

But my leads are coming from random places…

I was sitting down with one of my favourite clients for our scores-on- the-doors monthly KPI review. As always we look at her marketing activity and the leads it is producing. As we looked through which sources her leads had come from, she mentioned to me that she was really pleased to have nearly hit …

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Barriers to firm growth: keeping it all up in your head

For the 1st time ever I was heckled during a keynote speech. I know, it had to happen at some point… but despite my polite acknowledgement, it was a battle I couldn’t win at that point in time. So, what produced the emotion from my delegate? It was the suggestion that if firms are to increase …

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8 tips to help you sleep well in a hotel bed (part 1)

I don’t know about you but I never seem to sleep well for the first night in a hotel bed. I’ve just come back from another conference and night away from home, tired after long days with the delegates and also running on limited sleep. Add together the unexpected noises that are par for the …

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Why great client service is no longer good enough to generate word-of-mouth referrals

Read any blog or book on client service or account management and you will hear about the importance of great client service. The books will tell you that great client service is the only way to generate word of mouth recommendations from your clients, etc etc etc. Far be it from me to disagree with …

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5 ways to tweet your way to referral success

To tweet or not to tweet, that is the question? With apologies to Shakespeare, that is the question, which many accountants and lawyers are pondering. Is Twitter a waste of time or a serious business marketing tool? In my opinion, and that of the managing partner with whom I was lunching yesterday, the answer is …

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Stop saying ‘fine’ if you want to develop a profitable relationship

I was reading a great blog post by Dinah Liversidge on ‘is being ‘fine’ costing you business’, which prompted me to think in more detail about how being ‘fine’ is hindering your from developing your personal brand and relationships further. Dinah, in her article, examines really well the reasons why we say it. In this …

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The secret to becoming confident at talking to strangers

In my popular blog post on how to network when you don’t have time to network, I suggest that you treat queues and fellow passengers on trains and planes as a networking opportunity. Does the thought of this fill you with fear? If so, you are in very good company with me. In fact, I think …

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What’s the difference between a coach and a mentor?

In the last two posts we have looked at the importance of your support team, and who should be in your support team. You will notice that we advocate using both a coach and a mentor. Many people are confused about the difference between the two. (If I can be honest, the coaching and mentoring …

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