business development

Starting a law blog: 3 reasons you haven’t yet

Starting a law blog Starting a law blog can be a great way of building a strong profile and generating work from your own desk. So, why don’t many more lawyers do it? Or more to the point, why do so many lawyers have the intention to start a law blog but never quite get …

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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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referral networks

10 red flags to watch out for with your business development activities

In last week’s blog, I explored the 3 things to check before you panic with your business development. So, I thought today I would reveal the 10 red flags which indicate that you are in real trouble with your new business development. 1. You’ve just finished a big deal/project/assignment which has taken up all of …

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2 things to check before you panic with your business development

I was preparing for a call with a long standing client of mine. His agenda before the call indicated that he was very concerned about his billing in quarter 2 due to the summer months and impact of Brexit. So I geared up for my usual pep talk about what to do when your pipeline …

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How to make partner lesson 6: always make time for business development

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 the sixth lesson Heather talks about the importance of always making time for business development Making partner is one of the hardest things you’ll do in your career.  That’s why …

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How to make partner lesson 4: the importance of having a niche

In summer 2016 Heather Townsend revealed the 10 lessons that every potential partners needs to learn to an audience of 200 lawyers and accountants. In this short 2 minute video clip, Heather talks through the fourth lesson – the importance of having a niche. What is lesson number 4 about?  Let me give you some …

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5 simple ways to stay in touch with your clients until they are ready to buy

You do the work and generate a warm hot lead. It was all going so well until the client stalled. In this blog post I share an exclusive extract from the 2nd edition of ‘How to make partner and still have a life’ (Click here for a free sample chapter) and detail why your clients may …

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Dog on the phone and looking the side

Learn from these common, but critical business development mistakes

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 sixth lesson; make business development part of your day …

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The number one reason why you need a non-negotiable level of business development activity

In this blog post I look at what causes the feast and famine cycle of new client work, and how you can avoid this with your practice. I’m in danger of getting into a feast and famine cycle Today is a strange day for me. I’ve started off the day by blogging and setting the …

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business development tips

How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?

My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her real work and who was really interested in her work and methodology. Is this a lead? No. Is …

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