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When not to do it (hint: many of us do this without realising) Don’t make the mistake of asking someone you hardly know for a referral!  This is something that Ivan Misner calls premature solicitation. In this article I will explain exactly what this is, and how to have a first conversation with a potential…

Last week I was running a referral generation workshop for a small law firm. When we were discussing what stopped us feeling confident at networking, the old chestnut appeared. You know, the one about ‘wanting to appear professional’, so not being able to bring your personality into the conversation. I see this worry about being…

How to make sure you get the referral rather than your partner There’s nothing worse than putting in the work and the hours only to get overlooked for a referral. It’s a crushing feeling, especially when it goes to your partner instead. What did they do that you didn’t? While it might feel like you…

Referral generation tips: Or why you are not getting enough business from your network I’ve been spending a large proportion of my time recently helping lawyers create their business and personal case for partnership. As a result of doing this work, I have asked all of them, ‘how much is your referral network worth to…

The ultimate Networking Strategy Guide to save you time (and heartache) Probably the biggest waste of time I see lawyers, accountants and consultants do with their business development, is to network without a clear purpose or strategy. It isn’t helped by many firms asking their people to sub in for another person at the drop…

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…

Your checklist to expertise: 6 daily habits you must have to become a rainmaker Using check-lists may not sound “fun” or “creative” or anything like the reason you went into law, accountancy or consultancy, but they are essential if you want to turn on a reliable tap of new business leads coming to you. (Which…

Here are my 6 essentials that you’ll need to network effectively as a lawyer, accountant or consultant Remember that effective business networking is all about finding, building and maintaining mutually beneficial relationships. Especially at first, it’s not necessarily about winning business via your network. If you have the right relationships in place and you nurture…

Build Networking Expertise with Progress to Partner Academy Every lawyer, accountant, and consultant knows networking is an essential component for career success! But very often, you are left to “get out there” and not given any advice or training on how to networking properly and effectively. Effective business networking is the process of finding, building…