One of the biggest barriers I hear potential partners tell me about is actually finding and making the time to grow their own client portfolio. After all, it is often the lack of a client following which stops so many talented professionals make the step up to partner.
Networking is often seen as the silver bullet to generating new clients – get it right and you will have new clients falling over you (or so the thinking goes). However all to often, professionals find their networking activities a huge drain on their time, energy and spirits.
6. Build a power team
A power team is one where you bring together a complementary group of professionals. The team may be from within your firm or outside of your firm, or a mixture of both. The idea of a power team is that you all pool resources and contacts and work hard to refer each other into your client base. Members of a power team ideally should share a similar target audience, but have a different skill set or offering.
7. Be selective about where you network and who you network with
I’ve met some professionals who have confessed to me that they will even turn up to the opening of an envelope. You hardly need me to say this, but this is not a productive use of your non-chargeable time. If you have a networking goal and know who you want to meet, then it becomes a lot easier to decide who and where to network with. Not every group, venue, event, social networking site or contact is created equal.
8. Ditch some of your network
Yes, I did say that. Ditch some of your network. Sometimes, whether for the right reasons or not, we can cling onto relationships. Relationships which may have been very promising at one point in time, but are no longer going to benefit us in the short or medium term. Running around after intermediaries who are never going to refer work to you is de-motivational and a large waste of your time.
How do you make sure your networking is fit for purpose?