One common way in which your mind is holding you back from winning work from your network
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One common way in which your mind is holding you back from winning work from your network

Referrals in business: Your mindset is key Do you ever think that some people just have a secret skill to generating referrals? That some people are just naturally good at it?  That it’s a knack that you just don’t have? What if I told you that this secret skill is something you have too?  Would…

This cautionary tale will make you consider your online footprint
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This cautionary tale will make you consider your online footprint

Tips for getting business referrals I’ve written several articles about how you can use social media to boost your reputation and generate referrals.  However, just like your physical image, your online image needs tending and careful grooming. What does your online footprint say about you? Are you aware of how much attention it receives? How much…

10 Tips for Working the Room
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10 Tips for Working the Room

There are many articles out there on how to grow your business via face-to-face and on-line networking. However, there are not many articles that go into detail about how you ‘work a room’ at a face-to-face networking event. Let’s face it, face-to-face networking can be very daunting. There are many simple ways that you can…

Your christmas networking survival guide
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Your christmas networking survival guide

The Christmas Party festive networking season is already upon us! In this article, I will be exploring how to make it through Christmas networking in one piece. Last year I wrote 5 good ways to eat, drink, network and be merry this Christmas season. In that article, I suggested: Don’t feel you need to accept every…

How to sell litigation and other ‘distressed services’
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How to sell litigation and other ‘distressed services’

Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your…

How to respond to impromptu questions at networking events
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How to respond to impromptu questions at networking events

Attending networking events and talking to strangers is a way of life for many accountants, lawyers and consultants. Being able to keep a conversation going with a stranger is an art form. In this extract from an interview with Errol Williamson in Spring 2015, I answer the question about how to respond to an impromptu…

8 essential tasks before a conference to maximise the return on your time investment
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8 essential tasks before a conference to maximise the return on your time investment

Attending conferences means a large time commitment from you. Often one which your billable time targets can’t afford. However, hard-to-reach decision makers and incredibly well-placed introducers often attend conferences. Being there as well may be your best chance to meet these people face-to-face. With planning, a big conference may turn into the only big business development…

7 annoyingly true reasons why you are not getting enough referrals from your network
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7 annoyingly true reasons why you are not getting enough referrals from your network

Referral generation tips: Or why you are not getting enough business from your network I’ve been spending a large proportion of my time recently helping lawyers create their business and personal case for partnership. As a result of doing this work, I have asked all of them, ‘how much is your referral network worth to…

5 good ways to eat, drink, network and be merry this christmas season
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5 good ways to eat, drink, network and be merry this christmas season

The round of christmas work parties has definitely started. The question is are you a bit ‘bah humbug’ when it comes to festive networking? Or are you in festive party heaven? Here is my guide, with a sprinkling of sober advice, to help even the most reluctant and ‘bah humbug’ of networkers to get the…

Relationology: How your relationships will help you make partner
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Relationology: How your relationships will help you make partner

  For those of you who have read a few of my blog posts will know how much emphasis I place on the importance of relationships to build a bedrock for your future career success. This is why I am delighted to share an extract from a new book called ‘Relationology: 101 secrets to grow…

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