How to overcome the challenge of selling yourself when going from industry into practice
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How to overcome the challenge of selling yourself when going from industry into practice

ByHeather Townsend

Going from industry into practice as a junior partner, director, senior associate or partner-designate can be a good way of making partner. As with all the routes to making partner, this one has its challenges and its benefits. The biggest challenge with this route is the fact that you may not have had to sell…

big 4 accounting firms
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Is the curse of professionalism limiting your career progression?

ByHeather Townsend

A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most  of the consultants handling client portfolios worth over £1 million, they almost all suffered with the curse of professionalism, which was stopping them taking the next step in their career.  I’m Heather Townsend, author of Poised for Partnership…

4 different types of sales questions that will turn you into the firm’s rainmaker
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4 different types of sales questions that will turn you into the firm’s rainmaker

ByHeather Townsend

In this blog post, fresh after talking about how to use your personality to convert more sales, we explain the different types of sales questions for accountants (as well as lawyers and consultants) Sales questions for accountants Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I hear…

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

ByHeather Townsend

  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…

4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio
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4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio

ByHeather Townsend

When I look at the curriculum of ‘high potential’ programmes in many firms, I can get rather hot under the collar. You may wonder why? Well, they seem to have (at worst) forgotten the fact that their future partners need the skills to win work. Either that or the quality of the business development training…

How to make a strong impactful online presence – without spending your whole life online
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How to make a strong impactful online presence – without spending your whole life online

ByHeather Townsend

I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to move from senior fee earner to partner – and when you get there, stay there. Here are 5 ways to work with me. I also…

3 rules to find the time to use social media effectively without getting badly distracted
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3 rules to find the time to use social media effectively without getting badly distracted

ByHeather Townsend

How to find the time for social media One of the biggest questions I am asked is “how to find the time for social media?”. Indeed I recently spoke at the law society event on social media answering that very question. In The Go-To Expert book, we share many tips on how to use social…

3 ways to stop feeling daunted by business development
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3 ways to stop feeling daunted by business development

ByHeather Townsend

I have been coaching a partner in a large accountancy practice who confessed to me that he was feeling daunted about the marketing plans we were drawing up. You could say, he wanted to become more confident at business development. His reaction is not unusual, in fact, I’d say, his reaction was fairly common. Firstly,…

The essential contents of any Go-To Expert’s personal marketing tool-kit
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The essential contents of any Go-To Expert’s personal marketing tool-kit

ByHeather Townsend

In the third of our newly published ‘The Go-To-Expert‘ inspired blog posts (get your free chapter of the book here) we look at exactly what you need in your personal marketing kit to help you quickly and effortlessly build a profile as The Go-To Expert. Why a personal marketing toolkit? How many times have you written…

Everything you ever wanted to know about choosing a profitable niche
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Everything you ever wanted to know about choosing a profitable niche

ByHeather Townsend

Here’s some links to blogposts full of advice to help you choose and capitalise on your niche. Business Development Clinic: 6 myths about niching which are stopping you becoming a rainmaker for your firm Many professionals resist adopting a niche. This article digs down and explores the 6 common myths about specialising which are holding…

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