Dog with a phone to represent switching off from work
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Business Development Clinic: How often should I follow-up without seeming pushy?

ByHeather Townsend

Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline…

Business Development Clinic: 7 signs that a prospect is interested in using your services
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Business Development Clinic: 7 signs that a prospect is interested in using your services

ByHeather Townsend

The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about working with me? In this blog post we explore how to spot when you have a…

Business Development Clinic: 7 options to avoid lowering your fees for a client
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Business Development Clinic: 7 options to avoid lowering your fees for a client

ByHeather Townsend

Even if you have qualified your lead correctly, there are still times when your prospect is asking for a reduction in your fees. In this blog post we examine, how to avoid lowering your fees, so that you maintain your profit margin and STILL sign up the client. Unless you are in a competitive bidding…

Dog with a phone to represent switching off from work
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Business Development Clinic: 6 tips to get back in touch with old colleagues

ByHeather Townsend

Getting back in touch with people and old colleagues is something that many of us find difficult. Regardless of whether your motive is driven by a commercial need or you are just curious, it doesn’t make it any easier to get back in touch. However, for most of us, there is a huge amount of…

diary
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Business Development Clinic: How do I qualify a lead?

ByHeather Townsend

Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is…

partnership track
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Business Development Clinic: Your 5 a day

ByHeather Townsend

In today’s business development clinic, Jon Baker, discusses the 5 networking activities you should do daily. As Jon explains here, successful business networking is about taking small steps, every day. Growing a great network takes time, but then you can harvest the results. This article is about 5 steps that you can take every day…

Business Development Clinic: How to deal with negative comments online.
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Business Development Clinic: How to deal with negative comments online.

ByHeather Townsend

Jon Baker helps professional service firms grow from 5-50 employees. In this business development clinic, Jon explains how to deal with negative comments online. Many firms and professionals are wary of social media, because they are worried about what may get written – and what will come back to bite them at a later date….

Business Development Clinic: How can I save time with social media?
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Business Development Clinic: How can I save time with social media?

ByHeather Townsend

I am often asked about how to effectively use social media, without it taking up too much time. After all, most lawyers, accountants and consultants have chargeable time targets to hit. These targets don’t reduce just because you decide to use social media within your business development mix. In this blog post, I will give…

Business Development Clinic: How do I help my partners embrace different ways of marketing?
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Business Development Clinic: How do I help my partners embrace different ways of marketing?

ByHeather Townsend

In this week’s business development clinic, Heather Townsend answers a knotty problem. How to change the way your practice markets itself? i.e. how to make your partners sit up and take notice of some of the newer and more effective marketing practices now available? This is not an unusual problem – and I see it…

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