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Imagine this… You get on a train, planning to do some work on your iPad while you head into London. As the train progresses, it gets fuller and fuller. As a result, you move your coat and bag to let a family sit down next to you. The family is composed of a 5 year…
In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner…
As you open the door, you see a room full of strangers. All talking, laughing…. your heart sinks. How will you break into a conversation? Will anyone want to talk to me? Wouldn’t people blank me if I’m not a partner? Why am I here… when I could be….? Whatever your reason for not being…
You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us Your fees seem to be quite expensive My concern is whether this project will get us the results we need Do you think you have the people…
This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid. Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large…
When Jo and I wrote ‘How to make partner and still have a life‘, we wanted to leave a legacy. In our combined 30 years in the professions, we had seen far too many able, clever and talented people fail to make partner, mostly because of a lack of knowledge of how the process works….
From the Big 4 (KPMG, PWC, E&Y, Deloitte) down to the smallest firms, acceptance as an equity partner means you will need to resign as an employee, become self-employed, and invest some capital into your firm. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading…
In this Business Development Clinic, we consider what you need to have thought about and researched, BEFORE you go networking – even if you are meeting the right people. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to…
Everything you need to get to partner – and when you get there, stay there Welcome to the leading global website for professionals in practice wanting to progress their career. It’s run by Heather Townsend, the leading global expert in what it takes to move from senior fee earner to partner – and when you…
It is now extremely rare for a partnership to make someone up to partner who does not have the potential to be a work winner for the practice. After all, no partnership wants to dilute it’s profits by promoting people to partner who are technical specialists and can’t win work. Regardless of whether you are…
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