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One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. Over the next few posts we are going to dig deep into the ‘why’, ‘who’, ‘what’ and how of a niche. Firstly, let’s consider what we actually mean by a niche… A…
I spend several days most months working with professionals, such as lawyers, accountants and consultants, helping them improve their business networking skills. Very often I am asked by delegates on my workshops, how to go from networking to ‘show me the money’, i.e. how to win business from my networking activities. Firstly, before we even…
One of the hardest things to do when going for partner is to make the time to build your own client portfolio. Why? Well, when you are a director, salaried partner or associate, your partners are wanting you to be highly utilised. Business development is non-chargeable time – which often means it has to be…
I was working with a new client last week on a keeping in touch strategy for him, his team members and his existing clients and referrers. As we talked through his current networking practices – which he did very well – it became apparent that with a little more structure he could increase the effectiveness…
When I started my own business I had a 20 month old and a 3 year old. My decision to be my own boss had been preceded being made redundant, whilst the global economy crashed. Yes, that was three years ago. As my business was started in haste, I didn’t have the luxury of pots…
For the 1st time ever I was heckled during a keynote speech. I know, it had to happen at some point… but despite my polite acknowledgement, it was a battle I couldn’t win at that point in time. So, what produced the emotion from my delegate? It was the suggestion that if firms are to increase…
Saying thank you for referrals or introductions to people is an important way to express your gratitude, and educate your network that you would like more of these. (This includes both your internal firm network and your external network) With a little thought and pre-planning, you can implement these ideas very quickly and always have…
If you have ever heard me speak about networking or referral generation, then you will have heard me talk about the pink car story. For those of you who haven’t, here is a quick recap of the story. Last year, my family and I went camping down in Devon. This involved a 450 mile journey…
If you take a look at my diverse skills set, it’s very difficult at first glance to make sense of it – let alone seem credible for what I do. How does someone with an engineering degree, end up being an executive coach, organisational development consultant, award-winning writer, mother of two young children, business networking…
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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