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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…
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…
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…
By now you have realised that making partner is about more than technical ability and you also need to be winning regular work. You need to know how to become a rainmaker. This is a totally different set of skills than your technical skill-set so you may be worrying about how you can make this…
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…
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…
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…
It seems that every accountant, lawyer or consultant I meet wants to win bigger clients but isn’t sure how to go about it. In this article, I explore why you are struggling to win bigger clients and how to make the changes you need to starting winning bigger and better clients. Not having a niche…
If you’re on your way to making partner, thinking about how to win your own clients is one of the main thoughts that is probably on your mind. But have you ever thought about some of the choices that you need to make that could help you with this? This article looks at 6 crucial…
Business development, specifically winning business to grow a client portfolio, has changed hugely in the last 10 years. The established rainmakers in your firm, the older partners, will tell you that it hasn’t changed and that tried and tested methods are the way to go today, but they are wrong in thinking this way. The…
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