Blog | How To Make Partner | How to make partner AND still have a life for aspiring, new and established partners

How to convert a prospect from a seminar into a signed up client?

My client had had a very successful presentation at a seminar. As always with these things lots of people came up to talk to her afterwards. In fact there was someone who was in a role and position to give her real work who was really interested in her work and methodology. Is this a …

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How to ACE your presentation regardless of who is in the audience

I thought my presentation was going OK, then 1 person killed it at the end. How you can learn from my experience Do some people put you off? Have you ever had to give a presentation and been afraid, or thought that it wasn’t quite hitting the mark? I have found out that it isn’t …

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How to become a rainmaker

In my experience most professionals, such as lawyer, accountants, architects, consultants would not describe themselves as rainmakers. (even though many professionals wish they could become a rainmaker) From my time spent working with professionals who have business development responsibility, I know that many of them have from time to time wished they could outsource their …

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What to do when a client says no to working with you

Imagine the scene: you were discussing your offer with a prospective client, that was interested in purchasing your services. Sometimes you might expect one or two “objections”, but you know  how to deal with an objection. Normally objections are simply issues the prospect wants clarified; hence the simple statement objections are not rejections. You’d got over those objections and made …

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How to win clients via networking without having to network

One of the many benefits of having two business coaches within our company is that occasionally we swap clients. (With the client’s full permission). We have found that sometimes it’s useful for our clients to hear (very often the same thing) it from a different person, who has a different slant on the problem. Anyway, …

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4 tips to help you when you are intimidated by a large room of people

From an early stage in your career you have to endure a firm of professional torture. The conference, the seminar… the informal networking time…. Despite your protestations, you are repeatedly told that ‘networking’ is an essential skill for any professional, and vital if you are going to increase your profile and get your name out …

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How to deal with an objection and increase your sales

Have you ever worried about what to say if somebody throws objections at you? Earlier this week I was sitting in a restaurant and couldn’t help overhear what was an obvious sales conversation that was going downhill rapidly! This happened as a result of a question that the sales person took wrongly. It was a …

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What do you do if a potential client asks you to lower your fees?

Twice in the last two weeks I have been asked to drop my fees. And both times I’ve said no, even though I know that I will probably  win the work if I lower my fees. Am I mad? Arrogant? Misguided? Or I am just naïve in my negotiation tactics around fees? Actually, this is …

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