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?

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…

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)

Recently I have had some online conversations with people I’ve only just met. These conversations have gone very badly. All because of one small thing. They without knowing me at all asked me for a referral. Although to be fair, they probably didn’t realise they were doing this. Something which Ivan Misner calls premature solicitation….

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”.  Heather Townsend (HT): A lot of people are being told to go out, network, you’ll win your first client, and that leads us to believe that we’ll go out and…

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 winning…

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

In summer 2016 Heather Townsend revealed the 10 lessons that every potential partner needs to learn to an audience of 200 lawyers and accountants. In this short 2 minute video clip, Heather talks through the fifth lesson – Where are you going to get your work from? Because if you’re going to make partner, your partners…

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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