Networking

How to make partner lesson 5: develop your own referral networks

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 this short 2 minute video clip, Heather talks through the fifth lesson – Where are you going to get your work from? Because if you’re going to make partner, your partners …

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This is why professionals with established referral networks make partner quicker than their peers

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 fifth lesson; create strong referral networks. Where do professional …

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referral networks

One common way in which your mind is holding you back from winning work from your network

Referrals in business: Your mindset is key Do you ever think that some people just have a secret skill to generating referrals? That some people are just naturally good at it?  That it’s a knack that you just don’t have? What if I told you that this secret skill is something you have too?  Would …

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This cautionary tale will make you consider your online footprint

Tips for getting business referrals I’ve written several articles about how you can use social media to boost your reputation and generate referrals.  However, just like your physical image, your online image needs tending and careful grooming. What does your online footprint say about you? Are you aware of how much attention it receives? How much …

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Are you making this mistake which is stopping your network from sending you referrals?

Referral Generation Tip: It was an innocent enough situation, and one which could have easily spiralled out of control. It also was a situation which illustrated why so many of us fail with our referral generation. In this blog post I will explain all, but also give you some ideas on how to maximise the number …

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This one tip could unlock the referrals from your network

Do you struggle with generating referral leads via your network? Or is your problem that you get the wrong type of leads via referrals from your network?  Generating referral leads via your network is more science than luck On a group for female professional speakers that I moderate, the group members were asked to introduce themselves in …

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personal brand

Your christmas networking survival guide

The Christmas Party festive networking season is already upon us! In this article, I will be exploring how to make it through Christmas networking in one piece. Last year I wrote 5 good ways to eat, drink, network and be merry this Christmas season. In that article, I suggested: Don’t feel you need to accept every …

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How to sell litigation and other ‘distressed services’

Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your …

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How to respond to impromptu questions at networking events

Attending networking events and talking to strangers is a way of life for many accountants, lawyers and consultants. Being able to keep a conversation going with a stranger is an art form. In this extract from an interview with Errol Williamson in Spring 2015, I answer the question about how to respond to an impromptu …

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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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