Your checklist to expertise: 6 daily habits you must have to become a rainmaker
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Your checklist to expertise: 6 daily habits you must have to become a rainmaker

ByHeather Townsend

Using check-lists may not sound “fun” or “creative” or anything like the reason you went into law, accountancy or consultancy, but they are essential if you want to turn on a reliable tap of new business leads coming to you. (Which then becomes the basis of your Business Case for partnership.) They are essential if…

How to create a sound bite that helps you easily win business
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How to create a sound bite that helps you easily win business

ByHeather Townsend

We are going to dig into Chapter 3 of my book The Go-To Expert: How to Grow Your Reputation, Differentiate Yourself From the Competition and Win New Business and explore in more depth the concept of a sound bite. On the surface of it, having a sound bite doesn’t sound that important if you work…

How to grow a £2 million-sized practice within 2 years
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How to grow a £2 million-sized practice within 2 years

ByHeather Townsend

I was recently asked for advice on how to win new clients. But not just win new clients, but grow a £2 million-sized practice within 2 years to justify a partner business case. Whilst the title of the blog post may seem very far-fetched, there are firms who want their potential new partners to have…

When is the right time to become a specialist?
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When is the right time to become a specialist?

ByHeather Townsend

When should I specialise? The challenge for any lawyer, accountant or consultant in practice is when to specialise. (Not if they need to!) Do it too soon and you don’t get the broad base of technical and commercial skills you need. Do it too late and you will struggle to build your own practice. The…

Is the curse of professionalism limiting your career progression?
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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 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…

The essential contents of any Go-To Expert’s personal marketing tool-kit
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The essential contents of any Go-To Expert’s personal marketing tool-kit

ByHeather Townsend

In the third of our newly published ‘The Go-To-Expert‘ inspired blog posts (get your free chapter of the book here) we look at exactly what you need in your personal marketing kit to help you quickly and effortlessly build a profile as The Go-To Expert. Why a personal marketing toolkit? How many times have you written…

Everything you ever wanted to know about choosing a profitable niche
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Everything you ever wanted to know about choosing a profitable niche

ByHeather Townsend

In the second of our newly published ‘The Go-To Expert‘ inspired blog posts (get your free chapter of the book here) we round up the many posts on this blog about choosing and capitalising on your niche. You will find plenty of advice to help you choose and capitalise on your niche. Business Development Clinic: 6…

If you only read one book on how to market and sell yourself….
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If you only read one book on how to market and sell yourself….

ByHeather Townsend

… let it be my new book… The Go-To Expert. Yes, my third and possibly final published book, The Go-To Expert publishes tomorrow. Why should I buy the Go-To Expert? The question you may ask is ‘why should I buy this book?’ I like to think that the review kindly given to the book by…

Business Development Clinic: 6 tips to help you become the Go-To-Expert
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Business Development Clinic: 6 tips to help you become the Go-To-Expert

ByHeather Townsend

This article was originally published in ACCA’s in-practice e-zine. Differentiating yourself from your peers is the challenge that every accountant faces. With today’s clients more inclined to look for a better service or deal, the pressure is on for every firm and professional to justify their fee levels and increase the value they bring to…

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