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'.

What financial terms do I need to be familiar with if I am going to be a partner?

What many potential partners forget is that becoming a partner is also taking a step up and owning a slice of the business. As every business owner knows, you don’t need to be an accountant to manage the finances of your business carefully, but you do need to be familiar with the financial KPIs which …

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How flickering lights will help you win more referrals

I have a local electrician in my network and he wins all his business via referral. In fact, his business is growing at a rate of knots and he has a steadily growing team of electricians working for him.  He makes it incredibly easy for his network to think of him and refer him to …

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Networking without a strategy? Does it matter?

When I first started my own business, I knew that the best way to win business was via networking. So, I joined my local CIPD committee (my professional body and supposedly the best way to meet HR or L&D managers with a budget – but that’s another story!) and signed up to a fortnightly, one …

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How my parking skills can help your confidence

I’ve got a confession to make. You know when people, well normally men, talk about female drivers being unable to reverse or park? Well, and my apologies to the sisterhood, it’s me that they are often talking about. I am very lucky to have acquired many skills and talents along the years. However, reverse parking …

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Are you self-medicating to keep up with your peers?

I’d had 3 hours sleep. An energy-sapping day networking at a conference loomed large in my consciousness. I was fairly confident that I would be fine and get through the day. How did I know that? The benefits of having two young children have taught me that adrenaline will get me through these tough situations …

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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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