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In yesterday’s post we looked at a daily routine for you to use on LinkedIn. In this post we are still continuing our theme of how to save time with business development, and we are still looking at ways of doing this with social media. One of the biggest barriers I hear lawyers, accountants and…
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…
In our ‘fast track to partner‘ audio masterclass series, I had the pleasure of interviewing Toni Hunter, George Hay, and Myfanwy Neville, Berg Kaprow Lewis LLP, two young partners who have successfully made the step up from director to partner in their accountancy practices. This was a frank and honest interview, stuffed full with pearls of…
Very often we find that people’s career’s stall because they are not spending time on the stuff that matters. Very often the ‘stuff that matters’ is not the immediate client day job stuff, but the investment for the future stuff. As you move from being a trainee or newly qualified member of staff through to…
In our recent blog series on how to navigate your firm’s politics successfully (part 1, part 2, part 3), we talked about the need to learn to read non-verbal body language. Very often it is a person’s body language, which will give the greatest clues to their state of mind. The skill of reading non-verbal body language can…
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,…
How do you attract clients? This is normally one of the first questions I ask my clients. After all, many of my clients are working with me to help them build their client portfolio. However, it is amazing how many of my clients are trusting to luck for the phone to ring. Luck or hope…
Mixed messages can cause confusion, demotivation and waste hours that a small firm can’t afford. Yet, staff often complain about mixed messages from their boss. How can you ensure you’re not guilty of giving out mixed messages? Mixed messages can cause staff to feel confusion, anger, and tend to reduce productivity. When working with the…
This is taken from a transcription of our recent webinar “How to become a rainmaker when you are known as a great technician”. John Moss discussed the mindset shifts you will need to make to become known as a rainmaker. John Moss (JM): I’m always hesitant when we start to talk about this, I think…
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