Is this self-limiting belief stopping you from building your own network of introducers?
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Is this self-limiting belief stopping you from building your own network of introducers?

From time to time I get a run of similar clients with similar problems. As it happens, now is one of those times. At the last count, I am working with 4 lawyers who are all involved in deal making, i.e. M&A, Private Equity, Financing. These lawyers are spread all over the globe, so this…

The ultimate guide to meeting an introducer for the first time
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The ultimate guide to meeting an introducer for the first time

You are meeting a potential introducer for the first time. This article looks at what to expect from this first meeting and how to make sure it goes well.  What you shouldn’t expect Given the pressure to win work, many of us go into this meeting thinking that we will walk away with work or…

7 annoyingly true reasons why you are not getting enough referrals from your network
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7 annoyingly true reasons why you are not getting enough referrals from your network

Referral generation tips: Or why you are not getting enough business from your network I’ve been spending a large proportion of my time recently helping lawyers create their business and personal case for partnership. As a result of doing this work, I have asked all of them, ‘how much is your referral network worth to…

Do you regularly review the state of your relationships?
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Do you regularly review the state of your relationships?

One of the best career development tips I can give you is to build and nurture your network from your first day in professional services. It is this network of people who you have worked with who will almost definitely be the first providers of clients for your portfolio. However, we can’t always choose who…

5 ways to make it easier for you to pick up the phone and make that call – part 2
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5 ways to make it easier for you to pick up the phone and make that call – part 2

Yesterday, we started talking about how to make it easy for you to pick up the phone to stay in contact with your network. In this 2nd part of the blog post, we look at ways 3, 4 and 5 to make it easier for you to pick up the phone. 3. Have some standard script…

5 ways to make it easier for you to pick up the phone and make that call – part 1
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5 ways to make it easier for you to pick up the phone and make that call – part 1

I was talking with a new client last week, and she explained to me that she wasn’t one of those people who found it easy just to pick up the phone and talk to people – particularly people she had not spoken to in a while. I know that one of the best ways to…

Stop saying ‘fine’ if you want to develop a profitable relationship
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Stop saying ‘fine’ if you want to develop a profitable relationship

I was reading a great blog post by Dinah Liversidge on ‘is being ‘fine’ costing you business’, which prompted me to think in more detail about how being ‘fine’ is hindering your from developing your personal brand and relationships further. Dinah, in her article, examines really well the reasons why we say it. In this…

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