The 3 reasons professionals limit their new business wins by becoming jack-of-all trades
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The 3 reasons professionals limit their new business wins by becoming jack-of-all trades

For the next few months to celebrate the launch of our next book ‘The Go-To Expert’, I will be blogging weekly, including extracts from The Go-To Expert, about topics to help you become The Go-To Expert and build a partner sized client portfolio. In this week’s blog post we are going to look at why…

Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)
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Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)

The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen…

Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 1)
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Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 1)

The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen…

Business Development Clinic: How can I win more personal tax clients?
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Business Development Clinic: How can I win more personal tax clients?

This was an interesting and pretty short question which landed in my inbox recently. I thought it may be useful to share my reply here in a blog post. Whilst you may not be after personal tax clients, the same questions and process holds true regardless of the type of clients you want to attract….

Business Development Clinic: What’s the best way to describe what I do when networking?
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Business Development Clinic: What’s the best way to describe what I do when networking?

As a professional, we’ve all been taught (probably from day one in the job) that the best way to generate new business is by referral. After all, some recent research by the Hinge Research Institute found that 70% of people will ask a friend for a recommendation if they need the services of a professional….

3 tips to help you decide on whether to focus on a niche
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3 tips to help you decide on whether to focus on a niche

In many of our previous blogs we have discussed how to find your niche. (See 5 steps to finding your niche – part 1 and part 2, business development time savers: have a niche – part 1, part 2, part 3) You could say that we have examined the sixty million dollar question of helping…

The business card test of credibility
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The business card test of credibility

As I mentioned yesterday, I recently attended the Professional Speaking Association’s spring convention, Creativity Live (See here for 5 ways you can present like the pros). At the convention were many different forms of speakers, from a funeral speaker (yes, seriously) through to people who had run 250 marathons in one year. There was also…

Business Development Clinic: How to help others remember your name
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Business Development Clinic: How to help others remember your name

Whether you are trying to come to the notice of your managing partner, or make a positive impact at a networking event, your first hurdle is to help others remember your name. After all, it’s up to the other person to memorise your name, using whatever technique works for them. I’m not sure about you,…

Business Development Clinic: 6 tips to help you become the Go-To-Expert
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Business Development Clinic: 6 tips to help you become the Go-To-Expert

This article was originally published in ACCA’s in-practice e-zine. Differentiating yourself from your peers is the challenge that every accountant faces. With today’s clients more inclined to look for a better service or deal, the pressure is on for every firm and professional to justify their fee levels and increase the value they bring to…

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