Search Results for: making partner

John Moss

John Moss John has spent the last 30 years working with consultants, accountants and lawyers in practice. The number of people he has helped make partner over the years numbers well into the 100s. Given his background as an ex-director of EY, it wouldn’t surprise you to know that his client list contains all of the Big 4 firms, and…

3 cracking ways to stop wasting time with business development
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3 cracking ways to stop wasting time with business development

Business development is essential if you are going to grow your own practice to make partner. But many accountants, lawyers and consultants find that business development time waster activities loom large on their to do list. (And that’s if you have the time to do business development in the first place! Are you allowing business…

7 questions to ask yourself if you want to move your personal contacts to work-winning relationships
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7 questions to ask yourself if you want to move your personal contacts to work-winning relationships

You’re good at linking up with people and developing relationships. However, you’ve still not cracked how to translate these friendly relationships into work-winning relationships. This was the context to a question I was asked recently – and am often asked. This was how I answered the question. Are you senior enough to get instructed? Having…

How the clued up accountants and lawyers use valuable content to attract clients
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How the clued up accountants and lawyers use valuable content to attract clients

It is always good to recycle good content on your blog. And this post was published way back in 2014 when we had just had  ‘The Go-To-Expert‘ published. In this post we look at how to use valuable content to attract clients to you. Old School Professional Services Marketing was all about networking and relationship…

Email vs phone call: which is better to use when staying in touch with your network
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Email vs phone call: which is better to use when staying in touch with your network

You know you need to stay in touch with someone in your network. The challenge is email vs phone call? This article aims to answer the question of when it is right to email and when is it right to pick up the phone and make a call. Email vs phone call: Why the dilemma?…

Why is establishing a referral network essential for M&A or Corporate Finance Lawyers?
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Why is establishing a referral network essential for M&A or Corporate Finance Lawyers?

Are you a lawyer who is involved in deal making, i.e. M&A, Private Equity, Financing? You’ll know the importance of working to establish a referral network. This is because the route to generating work for deal makers is typically via an introducer or referral network. This blog post looks at a particular and common mindset…

The ultimate guide to balance client work and networking (even if you have a large deal on)
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The ultimate guide to balance client work and networking (even if you have a large deal on)

As a junior professional you always have drummed into you that client work always comes first. That’s fine when you are a junior professional. But what happens when you need to grow a partner-sized client portfolio AND still hit high chargeable time targets? Or if you are a new partner and if you don’t do…

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6 essential questions to answer if you want a steady stream of referrals from your network

How to get referrals from your network Confidence is essential if you want to establish a good pipeline of work via referral from your network. But the question is how to get referrals from your network? However, you often only get the confidence when the work starts to come through by referral. It’s the age…

Why winning business successfully is all about the right mindset not skill level
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Why winning business successfully is all about the right mindset not skill level

This post is taken from an extract from the transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. Heather (HT): The people I see that become very successful at business development are actively making choices every day. These choices tend to fall into these categories,…

5 types of referral friction you need to overcome if you want to generate referrals from your firm’s existing clients
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5 types of referral friction you need to overcome if you want to generate referrals from your firm’s existing clients

In this article, I consider the knotty problem of how to open up the internal marketplace in your firm to build your own client portfolio. This is especially important if you are in a Big 4 or large law firm. Why is this important? The really successful professionals in a Big 4, Magic Circle or…

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