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One of my (co-written) books is called The Go-To Expert’, where I talk about the importance of a lawyers, accountants and consultings becoming known for the expertise, or becoming known as the Go-To Expert. Having a niche is a great way to become known for your work and will help you to build a partner…
… let it be my new book… The Go-To Expert. Yes, my third and possibly final published book, The Go-To Expert publishes tomorrow. Why should I buy the Go-To Expert? The question you may ask is ‘why should I buy this book?’ I like to think that the review kindly given to the book by…
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…
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…
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….
For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they both know you have a ‘need’, but not a ‘want’ for your services. So, what can you do about…
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….
This article discussed whether you should work with a client outside of your niche
Nerves can be helpful at times – after all, they can stop you wandering in where angels fear to tread. However, they can also jeopardise your performance – particularly when out and about at a networking event. Not everyone enjoys meeting new people. In fact, many professionals avoid attending networking events because of their dread and…
Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven. Here are my tips to increase your success rate in sales meetings: I’m Heather Townsend, author of Poised for Partnership and co-author of How to…
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