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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. However, many professionals resist having a niche because they are worried about turning business away. Let’s deal with this one, once and for all – will I have to turn business away…
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…
This blog post was taken from the transcript of our recent webinar “How to become a rainmaker when you are known as a great technician”. Heather was asked how to find the time for business development…. HT: We talk about the 5P’s… Have a plan. If you’re holding it up in your head, if…
Imagine you’ve decided it’s time to have “the conversation” about your partnership ambitions. You book time with a senior partner in your firm. The meeting goes well. You feel energised. Then, a few days later, you sense something’s off with your direct line manager. The atmosphere has changed. They seem cool with you. What happened?…
When my team reviews a client’s Business Case for the first time, we almost always find at least one of the same mistakes. Some are fixable with a few hours of rewriting. Others can’t be fixed in the document at all because they’re not document problems. They’re practice problems. In this episode, we go through…
Have you ever had a partner read your Business Case and ask: “But why should it be you? And why now?” That can feel deflating. Especially when you’ve spent years building your practice and the answer feels obvious to you. But here’s the truth: the vast majority of Business Cases never answer those two questions…
Most people treat their Business Case like a document they’ll write when the time comes. A weekend project. Something to sort out when they’re close enough to partnership to need it. Here’s the truth: by the time you sit down to write it, it’s too late to build it. Your Business Case isn’t a document…
You’ve been working on your Business Case for months, maybe years. You know you need to start talking to partners about your partnership ambitions and getting their buy-in. But here’s the problem: How do you actually have that conversation without coming across as presumptuous, pushy, or desperate? Do you prepare a full presentation deck? A…
Spend less time networking & more time winning business If you want to make partner you need to show you can win business. It is often the lack of a client following that stops so many talented professionals from making the step up to partner. One of the biggest barriers I hear potential partners tell…
How to Build a Cast-Iron Business Case for Partner. If you’re a senior associate and ambitious to make the step up to partner, don’t miss this Workshop with Heather Townsend. Heather Townsend is the leading global expert in what it takes to move from senior fee earner to partner – and when you get there, stay…
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