Why is establishing a referral network essential for M&A or Corporate Finance Lawyers?
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Why is establishing a referral network essential for M&A or Corporate Finance Lawyers?

Are you a lawyer who is involved in deal making, i.e. M&A, Private Equity, Financing? You’ll know the importance of working to establish a referral network. This is because the route to generating work for deal makers is typically via an introducer or referral network. This blog post looks at a particular and common mindset…

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

Asking for referrals: When not to do it (hint: many of us do this without realising)
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Asking for referrals: When not to do it (hint: many of us do this without realising)

Don’t make the mistake of asking someone you hardly know for a referral!  This is something that Ivan Misner calls premature solicitation. In this article I will explain exactly what this is, and how to have a first conversation with a potential introducer  and how to then go and lead up to getting you the…

The number 1 myth you need to stop believing if you are going to regularly generate referrals
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The number 1 myth you need to stop believing if you are going to regularly generate referrals

This post is taken from a transcript of one of my recent webinars on “how to win your first client…..and then your second and third”.  If you’d like a bit of help to get referrals and win work for your firm this guide is for you! Get your hands on my free guide to getting…

The ultimate guide to meeting an introducer for the first time
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The ultimate guide to meeting an introducer for the first time

You are meeting a potential introducer for the first time. This article looks at what to expect from this first meeting and how to make sure it goes well.  What you shouldn’t expect Given the pressure to win work, many of us go into this meeting thinking that we will walk away with work or…

Business development advice that harms more than helps
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Business development advice that harms more than helps

Clients often tell me about the business development advice they have had from well-established partners in their firm.  Lots of these tips are spot-on and very helpful. Others are . . . well, we have a chuckle!   Some of the tips I have heard have been at best unhelpful and sometimes actually damaging to…

7 tried and tested ways lawyers can make the time to network
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7 tried and tested ways lawyers can make the time to network

  Networking tips for lawyers I’m guessing you became a lawyer because you love the law. Yes? Makes sense. You didn’t go into it because you love forging relationships with strangers.  However, that’s what you have to do.  Network.  If you want to move your career forward you need to have built and nurtured a…

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How to make partner lesson 5: develop your own referral networks

There are10 lessons that every potential partner needs to learn if they want to make it to partner. In this short 2 minute video clip, I talk through the fifth lesson – Where are you going to get your work from? Because if you’re going to make partner, your partners need to know that you…

This is why professionals with established referral networks make partner quicker than their peers
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This is why professionals with established referral networks make partner quicker than their peers

I regularly speak to audiences of lawyers, accountants and consultants about the challenges of making partner. In my talks I often share the ten lessons that my clients have learnt along their journeys to make partner. In this blog post I am going to share the fifth lesson; create strong referral networks. Where do professional…

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