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Only 29% of professionals on the partnership track have been working on their Business Case for the last one to three years with the backing of key stakeholders. Which means most people arrive at the most important commercial conversation of their career with far less runway than they think they have. I’m Heather Townsend, author of Poised…
Are you secretly dreading your next piece of feedback? Do you find yourself going into defence mode the moment someone tells you something you don’t want to hear? You’re not alone. And it’s not a character flaw. Your brain is literally wired to treat negative feedback as a threat, triggering a fight-or-flight response that makes…
If a partner in your firm is retiring and you’re being lined up to take over their portfolio, it can feel like the route to partnership is clear. The clients are there. The revenue is there. All you have to do is step in. But brokers who sell books of business factor in at least…
When my team reviews a client’s Business Case for the first time, we almost always find at least one of the same mistakes. Some are fixable with a few hours of rewriting. Others can’t be fixed in the document at all because they’re not document problems. They’re practice problems. In this episode, we go through…
Most Business Cases are built around one thing: winning more clients. But your partners aren’t just looking at your revenue ambitions. They’re looking at whether you think commercially; whether you understand margin, efficiency, and what it takes to build something sustainable. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have…
When someone asks how you’re going to grow your practice, most people’s answer is some version of: win more clients. But winning more work is only one of five and a half ways to grow a practice. And it’s not always the highest-leverage one. If your Business Case feels vague, e.g. lots of good intentions,…
Have you ever had a partner read your Business Case and ask: “But why should it be you? And why now?” That can feel deflating. Especially when you’ve spent years building your practice and the answer feels obvious to you. But here’s the truth: the vast majority of Business Cases never answer those two questions…
Most people treat their Business Case like a document they’ll write when the time comes. A weekend project. Something to sort out when they’re close enough to partnership to need it. Here’s the truth: by the time you sit down to write it, it’s too late to build it. Your Business Case isn’t a document…
You’ve been working on your Business Case for months, maybe years. You know you need to start talking to partners about your partnership ambitions and getting their buy-in. But here’s the problem: How do you actually have that conversation without coming across as presumptuous, pushy, or desperate? Do you prepare a full presentation deck? A…
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