business development Archives - Page 2 of 8

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

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 me about is actually finding and making the time …

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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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7 mindset shifts you will need to make to become a rainmaker

By Heather Townsend / Blog, business development / 3 minutes of reading

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 …

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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 / 4 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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3 reasons why you are struggling to win bigger and better clients

By Heather Townsend / Blog, Building your client portfolio, business development / 3 minutes of reading

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 …

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