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So many working in professional service firms are shocked when they realise that they are expected to go out and win work. Are you the same. Perhaps you don’t consider yourself as working in “sales” and can’t work out how to fit it in. Sound familiar? If you want to progress your career in your…
Overwhelming workload: Is this your reality at the moment? You have clients calling you on the landline, mobile and via Whatsapp or Facetime? Add into the mix you have multiple pings coming at you from all the communication channels you have set up to keep in touch with your team who are now working from…
These last 2-3 weeks here in the UK have been, frankly, surreal, scary and the nearest I will hopefully come to war time conditions in my life time. I have been hearing from many of my clients that their career plans have gone completely to awry. (Some of them used stronger language than this.) So…
How do I create my own client following? I’m often asked this question on a webinar. The truth is, it’s hard. But it’s not impossible. Time can be a constant enemy or an ally when it comes to networking. So the real question is, how do you create your own client following and still have…
In the last 3 years, I have grown a virtual team of people and worked from my home office. I never thought that my expertise in leading a virtual team would be so in demand right now as Europe and the US goes into lockdown due to the COVID-19. Therefore, in this article I have…
Every lawyer, accountant, and consultant is looking to save time doing business development. What many professionals don’t know, however, is that they can do just that by building their online footprint. Actually finding and making the time to grow their own client portfolio is one of the biggest challenges for potential partners and that’s partly…
One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. This may not make sense right off the bat, but it does when you think about it. Having a goal or a target to hit puts you on a path to success,…
When you fined a niche of your own, it allows you to specialise and become the Go-To-Expert on your chosen topic. “That’s all very well” you may be thinking, “but how on earth do I work out what my niche should be?” We’ve laid out the five essential steps that you need to take to…
One of the critical factors in your partnership journey in a law firm, accountancy or consulting firm is having the right mindset. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to move from senior fee earner to…
I’m sure we’ve all been in that stomach-churning position of wondering just exactly where our next new decent client is coming from, especially if we’ve recently taken a leap of faith to start winning our own clients. It’s truly gut-wrenching, particularly when you’ve been actively getting your name out there and supposedly doing the right…
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