business development Archives - How To Make Partner

8 tried and tested tips to keep the faith with your business development efforts

By Heather Townsend / Blog, business development / 9 minutes of reading

If you’re working from home, possibly with the kids underfoot and wanting your attention as much as your boss, team and clients, it’s understandable to think that you don’t have time to network and keep at your business development activities. With everything that is going on, it’s also understandable that you may feel a bit …

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How to say no to a partner through email

Everything you ever wanted to know about choosing your niche

By Heather Townsend / Blog, Building your client portfolio, business development, sales process / 8 minutes of reading

One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. This may not make sense right off the bat, but it does when you think about it. Having a goal or a target to hit puts you on a path to success, …

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9 tried and tested tips to keep the faith with your business development efforts

By Heather Townsend / Blog, business development / 7 minutes of reading

I’m sure we’ve all been in that stomach-churning position of wondering just exactly where our next new decent client is coming from, especially if we’ve recently taken a leap of faith to start winning our own clients. It’s truly gut-wrenching, particularly when you’ve been actively getting your name out there and supposedly doing the right …

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8 tips to help you spend less time networking but more time winning business

By Heather Townsend / Blog, business development, Networking / 7 minutes of reading

One of the biggest barriers I hear potential partners tell me about is actually finding and making the time to grow their own client portfolio. It is no surprise then that it is often the lack of a client following which stops so many talented professionals from making the step up to partner. Networking is …

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7 deadly business development mistakes – which ones are you making?

By Heather Townsend / Blog, Building your client portfolio, business development / 7 minutes of reading

The days when you could get to partnership as a brilliant technician are long gone… Even if you only work on very big-ticket items, to get to be a Magic Circle, Big Law, Big 4 partner or partner at a large firm you still need to have proved your ability to win work and be …

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How to make time for business development and still have a life outside of work

By Heather Townsend / Advancing Your Career, Blog, business development / 5 minutes of reading

How do you make time for business development when you have a full day – especially if you are a lawyer? As you start to go up the ladder, on the way to making partner, your responsibilities get bigger. And with a full day, how do you ensure that your career still moves forward and …

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How to successfully approach prospects on LinkedIn and get a dialogue going

By Heather Townsend / Blog, Building your client portfolio, Social Media / 4 minutes of reading

Every professional has heard at some stage over the past couple of years that LinkedIn is a goldmine when finding new prospects. Like many though, they don’t know how to utilise it. Sound familiar? This article gives you a simple strategy for how to approach prospects on LinkedIn. How to approach prospects: a 4-step guide …

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12 proven tactics to get more referrals (these can’t not work!)

By Heather Townsend / Blog, Building your client portfolio, business development / 5 minutes of reading

Ever wondered why people buy from people? It’s simple: people trust people. A referral is an extremely powerful exchange when it comes to business as it almost always converts to a new client. Why? Because the referral gives you instant value and credibility and trust has already been established for your potential client, and all …

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How to win corporate clients… when you are not yet a partner

By Heather Townsend / Blog, Building your client portfolio, business development, pitching and proposal writing / 5 minutes of reading

How do you win corporate clients? This is a question on many accountants, lawyers and consultants lips, as winning lucrative work with big corporate clients is the dream. Not only does it mean repeat business worth many billable hours at respectable rates for the firm, but it’s a very good chance that this could be …

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How to change your mindset from being a great lawyer to being a great work winner

By Heather Townsend / Building your client portfolio, business development / 4 minutes of reading

It takes more than just being a great lawyer to climb the ranks and make partner. Much to many lawyers’ disdain, it takes winning your own clients and building a solid book of business to even be considered as a candidate. For this reason, all lawyers who want to get on the partnership track need …

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