Increasing Your Profile

8 essential tasks before a conference to maximise the return on your time investment

Attending conferences means a large time commitment from you. Often one which your billable time targets can’t afford. However, hard-to-reach decision makers and incredibly well-placed introducers often attend conferences. Being there as well may be your best chance to meet these people face-to-face. With planning, a big conference may turn into the only big business development …

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I’m an Expert. Do I have legs?

I am delighted and honoured to feature this guest post by Penny Haslam, a business journalist who has been broadcasting for nearly two decades on radio and television and founder of PHEW (Penny Haslam’s Expert Women).  In this blog post she writes about how to know if you really have got something worth talking about. Over …

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How to become the Go-To Expert for Radio and TV

I am delighted and honoured to feature this guest post by Penny Haslam, a business journalist who has been broadcasting for nearly two decades on radio and television and founder of PHEW (Penny Haslam’s Expert Women). Penny knows all about how to get your expertise noticed by TV and radio broadcasters. Getting yourself known by the …

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

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 …

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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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It is not who you know any more, but how they got to know you…

I had a long conversation recently with a managing partner of a mid-tier law firm. In our conversation he lamented the fact he was struggling to get some of his partners to embrace the fact that client’s buying habits had now changed. The problem was that many of his partners had previously been very successful …

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Career Clinic: How can I get out of the “rut” of delivering to spend more time on business development?

Picture the scene. You lead a huge global project for your Big 4 firm. All your time is taken up with this project, and you want to make sure you still get back on time to pick up your child from the nursery…. But, you also want to make time for business development to progress …

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Business Development Clinic: 6 tips to get back in touch with old colleagues

  Getting back in touch with people and old colleagues is something that many of us find difficult. Regardless of whether your motive is driven by a commercial need or you are just curious, it doesn’t make it any easier to get back in touch. However, for most of us, there is a huge amount …

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Business Development Clinic: How to win my first client?

I’ve recently been asked this question twice in the last few days. Both times the professionals asking the question (a lawyer and an accountant) were newly qualified and keen to bring in their own clients. However, they were finding that their inexperience was counting against them. It’s the million dollar question facing many keen, but …

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