Increasing Your Profile

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 …

Business Development Clinic: How to win my first client? Read More »

Business Development Clinic: How to help others remember your name

Whether you are trying to come to the notice of your managing partner, or make a positive impact at a networking event, your first hurdle is to help others remember your name. After all, it’s up to the other person to memorise your name, using whatever technique works for them. I’m not sure about you, …

Business Development Clinic: How to help others remember your name Read More »

Business Development Clinic: How to eliminate presentation nerves

One of the best ways of building your profile is to speak at events. These could be internal events or external events. In fact, clients will often require you to present at a pitch for a large piece of work. Which means it is absolutely in your interest to become an effective and confident presenter. …

Business Development Clinic: How to eliminate presentation nerves Read More »

Business Development Clinic: 6 tips to help you become the Go-To-Expert

This article was originally published in ACCA’s in-practice e-zine. Differentiating yourself from your peers is the challenge that every accountant faces. With today’s clients more inclined to look for a better service or deal, the pressure is on for every firm and professional to justify their fee levels and increase the value they bring to …

Business Development Clinic: 6 tips to help you become the Go-To-Expert Read More »

Five Steps to finding your niche (part 1)

Your partners are very unlikely to hand you your first clients on a plate (unless you are lucky enough to be inheriting a partner’s portfolio). After all, they (your partners) probably have their drawings and share of the firm’s profits directly linked to the size of the client portfolio. This means that you can not …

Five Steps to finding your niche (part 1) Read More »

How can I go from networking to ‘show me the money’?

I spend several days most months working with professionals, such as lawyers, accountants and consultants, helping them improve their business networking skills. Very often I am asked by delegates on my workshops, how to go from networking to ‘show me the money’, i.e. how to win business from my networking activities. Firstly, before we even …

How can I go from networking to ‘show me the money’? Read More »

buy-in

The class tart stole my prospect

Have you ever been working on a prospect and found that somebody else “stole them”? What might make it more annoying is when you realise who stole it and know that they don’t deserve that sale, they’re not as good as you and they display all the wrong behaviours? Does that feel really annoying? In fact …

The class tart stole my prospect Read More »

being professional

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 …

How flickering lights will help you win more referrals Read More »

Networking without a strategy? Does it matter?

When I first started my own business, I knew that the best way to win business was via networking. So, I joined my local CIPD committee (my professional body and supposedly the best way to meet HR or L&D managers with a budget – but that’s another story!) and signed up to a fortnightly, one …

Networking without a strategy? Does it matter? Read More »

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 …

5 ways to tweet your way to referral success Read More »

Scroll to Top