How to overcome the challenge of selling yourself when going from industry into practice
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How to overcome the challenge of selling yourself when going from industry into practice

ByHeather Townsend

Going from industry into practice as a junior partner, director, senior associate or partner-designate can be a good way of making partner. As with all the routes to making partner, this one has its challenges and its benefits. The biggest challenge with this route is the fact that you may not have had to sell…

big 4 accounting firms
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Is the curse of professionalism limiting your career progression?

ByHeather Townsend

A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most  of the consultants handling client portfolios worth over £1 million, they almost all suffered with the curse of professionalism, which was stopping them taking the next step in their career.  In this blog post I identify…

4 different types of sales questions that will turn you into the firm’s rainmaker
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4 different types of sales questions that will turn you into the firm’s rainmaker

ByHeather Townsend

In this blog post, fresh after talking about how to use your personality to convert more sales, we explain the different types of sales questions for accountants (as well as lawyers and consultants) Sales questions for accountants Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I hear…

4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio
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4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio

ByHeather Townsend

When I look at the curriculum of ‘high potential’ programmes in many firms, I can get rather hot under the collar. You may wonder why? Well, they seem to have (at worst) forgotten the fact that their future partners need the skills to win work. Either that or the quality of the business development training…

3 rules to find the time to use social media effectively without getting badly distracted
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3 rules to find the time to use social media effectively without getting badly distracted

ByHeather Townsend

How to find the time for social media One of the biggest questions I am asked is “how to find the time for social media?”. Indeed I recently spoke at the law society event on social media answering that very question. In The Go-To Expert book, we share many tips on how to use social…

3 ways to stop feeling daunted by business development
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3 ways to stop feeling daunted by business development

ByHeather Townsend

I have been coaching a partner in a large accountancy practice who confessed to me that he was feeling daunted about the marketing plans we were drawing up. You could say, he wanted to become more confident at business development. His reaction is not unusual, in fact, I’d say, his reaction was fairly common. Firstly,…

Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)
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Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)

ByHeather Townsend

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 seen…

Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 1)
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Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 1)

ByHeather Townsend

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 seen…

6 pretty big clues that you will make partner – and confidence isn’t one of them…
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6 pretty big clues that you will make partner – and confidence isn’t one of them…

ByHeather Townsend

Many young professionals sadly never achieve their burning ambition of making partner, regardless of whether they start at a Big 4 firm. However, it’s pretty easy to see who is going to make it through to partnership, just by looking out for these six clues. 1. Have a rough timescale to make partner Those future…

two people working hard to maximize company results
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Business Development Clinic: How can I win more personal tax clients?

ByHeather Townsend

This was an interesting and pretty short question which landed in my inbox recently. I thought it may be useful to share my reply here in a blog post. Whilst you may not be after personal tax clients, the same questions and process holds true regardless of the type of clients you want to attract….

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