selling

How to overcome the challenge of selling yourself when going from industry into practice

Going from industry into practice as a junior partner, director, senior associate or partner-designate can be a good way of making partner. As with all the routes to making partner, this one has its challenges and its benefits. The biggest challenge with this route is the fact that you may not have had to sell …

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4 different types of sales questions which will turn you into the firm’s rainmaker

In this blog post, fresh after talking about how to use your personality to convert more sales, Jon Baker explains the different types of sales questions for accountants (as well as lawyers and consultants) Sales questions for accountants Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I …

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9 fool-proof sales tips to help every accountant convert more business

In this blog post, Jon (who once trained all of BP’s sales teams across Europe) shares eight sales tips for accountants. Sales tips for accountants If you want to sell more, then remember that people need to buy into you before your firm. So, it’s time to think about what they want to buy into …

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Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)

The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen …

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Business Development Clinic: What’s the best way to turn a client’s need into a want?

For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they both know you have a ‘need’, but not a ‘want’ for your services. So, what can you do about …

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Business Development Clinic: How can I increase my success rate in sales meetings?

Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven.  Here are our tips to make sure you get the most out of these meetings: 1. Bring another person with you …

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partnership track

Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction

In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you: 1) State the fee is what it is. In this scenario, you are calling the …

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Business Development Clinic: How to cope with objections from potential clients

You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us the results we need Your fees seem to be quite expensive Do you think you have the people …

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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 1

In this first part of a two part blog post, we will share our tips to helping you write winning proposals. What’s your 10% difference? Unfortunately much of what you put in your proposal will be mirrored in your competitor’s proposals. The market standard is what the buyer expects from all of their proposed suppliers. …

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