Building your client portfolio

The ultimate guide to building a pipeline of new work by networking effectively

Although networking can be one of the biggest time wasters for accountants, lawyers and consultants, it is one of the tools that makes up an effective business development strategy. If done right, networking can be invaluable to growing a partner-sized client portfolio. But many professionals (lawyers, accountants and consultants) want to know how do you …

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3 cracking ways to stop wasting time with business development

Business development is essential if you are going to grow your own practice to make partner. But many accountants, lawyers and consultants find that business development time waster activities loom large on their to do list. (And that’s if you have the time to do business development in the first place! Are you allowing business …

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6 tips to make the time to produce valuable content

In the fifth of our newly published ‘The Go-To-Expert‘ inspired blog posts, we look at how to make the time to write blog posts, or valuable content which your audience will love. Producing valuable content to help you effortlessly attract in your own clients and build your profile takes time. Getting the time to write blog …

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How the clued up accountants and lawyers use valuable content to attract clients

It is always good to recycle good content on your blog. And this post was published way back in 2014 when we had just had  ‘The Go-To-Expert‘ published. In this post we look at how to use valuable content to attract clients to you. Old School Professional Services Marketing was all about networking and relationship …

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Email vs phone call: which is better to use when staying in touch with your network

You know you need to stay in touch with someone in your network. The challenge is email vs phone call? This article aims to answer the question of when it is right to email and when is it right to pick up the phone and make a call. Email vs phone call: Why the dilemma? …

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6 unexpected places to get ideas for content.

One of the best ways to generate work is via content marketing or what was typically known as thought leadership. However, the problem with a content marketing approach is always having to come up with new ways to identifying content which will be valuable for your clients and prospects. It is so easy to get …

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Use this attitude to get the maximum effectiveness from your business development efforts.

 Over the last 6-12 months, I have been coaching many people who are very new to winning their own clients. Interestingly, they have all suffered from this one attitude problem. Your business development mindset is key to whether you win work or not. This blog post explains what this attitude is and how to get …

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Is this self-limiting belief handicapping you from building your own network of introducers?

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 …

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A simple way to identify your niche if you are a deal maker

Starting to win your own clients effectively always starts with identifying what you want to become known for, i.e. what will be your specialism or niche. This blog post, based on similar conversations with clients who are M&A lawyers, shows you a very simple process to identify your niche.   Recently I have been working …

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5 super easy ways of producing highly valuable content without doing any writing.

 The people I work with often tend not to identify as ‘writers’. They are ‘numbers’ people or good at talking to people ‘face-to-face’ but not good with then writing stuff down. I get that. Each to their own. However, in today’s world, if you want to grow your profile and visibility, that means content. This blog …

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