Branding Yourself

Why you need to be a BRAND to progress your career in the professions

This week I spent a day working with 3 senior lawyers helping them start a partner-sized practice. For each of the three, I helped them define and articulate their brand. It only occurred to me as I reflected on my conversations that wherever you are in your career you need to have built a brand …

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7 secrets every rainmaker uses to effortlessly win business

Marketing and business development within professional services is often shrouded in mystery. So many consultants, lawyers and accountants feel comfortable about converting a warm prospect into a client. However, tell them that they need to call upon their professional services marketing skills to generate the lead in the first place and suddenly its a very …

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win clients

Is the curse of professionalism limiting your career progression?

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.  In this blog post I identify …

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big 4 accounting firms

5 most effective tactics to build a LinkedIn profile which gets you found by potential clients

I recently did some online research before having a new business meeting with a local firm. As the firm wanted to use social media more effectively I had a look at over 15 of their fee earner’s LinkedIn profiles. Like many firms of their size and maturity, the results of my research didn’t shock me. …

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

When people ask me what are the most important chapters in the Go-To Expert, I point them to chapter 3, 4 and 5. I.e. the part of the book where I talk about packaging your brand to make you irresistible to potential clients. Sadly, this part of business development is often missed out by accountants, …

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How to create a sound bite which helps you easily win business

In today’s blog post we are going to dig into Chapter 3 of the Go-To Expert, and explore in more depth the concept of a sound bite. On the surface of it, having a sound bite doesn’t sound that important for any professional. However, as you read through this blog post you will discover why …

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

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 …

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Everything you ever wanted to know about choosing a profitable niche

In the second of our newly published ‘The Go-To Expert‘ inspired blog posts (get your free chapter of the book here) we round up the many posts on this blog about choosing and capitalising on your niche. You will find plenty of advice to help you choose and capitalise on your niche.   Business Development Clinic: …

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How flickering lights will help you win more referrals

I have a local electrician in my network and he wins all his business via referral. In fact, his business is growing at a rate of knots and he has a steadily growing team of electricians working for him.  He makes it incredibly easy for his network to think of him and refer him to …

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5 ways to tweet your way to referral success

To tweet or not to tweet, that is the question? With apologies to Shakespeare, that is the question, which many accountants and lawyers are pondering. Is Twitter a waste of time or a serious business marketing tool? In my opinion, and that of the managing partner with whom I was lunching yesterday, the answer is …

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