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Business development is often one of those tasks that are put on the back burner; it tends to be left until the end of the day, often getting pushed back until the next day and the next until it falls further down on the list of priorities. Many professionals can go months without completing any…
If you’re on your way to making partner, thinking about how to win your own clients is one of the main thoughts that is probably on your mind. But have you ever thought about some of the choices that you need to make that could help you with this? This article looks at 6 crucial…
Business development, specifically winning business to grow a client portfolio, has changed hugely in the last 10 years. The established rainmakers in your firm, the older partners, will tell you that it hasn’t changed and that tried and tested methods are the way to go today, but they are wrong in thinking this way. The…
It an a world where supposedly actions speak louder than words, I wanted to spend a few moments in this short blog post, on what you should really be focusing on to make a difference to your career and the people around you. This is what is happening to me right now I am sitting…
Over the last 6-12 months, I have been coaching many people who are very new to winning their own clients. Interestingly, they have all suffered from this one attitude problem. Your business development mindset is key to whether you win work or not. This blog post explains what this attitude is and how to get…
I recently read a great article by Leo Babauta: Develop resiliency: How to move towards your fears and suddenly a lot became clear about why so many highly talented people in Big 4 firms and other large professional service firms become a brake on their own career development. What was the premise of the article? In…
This post is taken from an extract from the transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. Heather (HT): The people I see that become very successful at business development are actively making choices every day. These choices tend to fall into these categories,…
I’ve had many of conversations with people about their future career plans. This blog post explores why it is so hard to not want to go for partner even when you know it’s not the right thing for you. The problem You’ve been in professional practice for pretty much all of your working life. That…
Networking tips for lawyers I’m guessing you became a lawyer because you love the law. Yes? Makes sense. You didn’t go into it because you love forging relationships with strangers. However, that’s what you have to do. Network. If you want to move your career forward you need to have built and nurtured a…
In this post I share the advice I have given to several clients about how to get exactly what they want and need from their annual performance appraisal or as it is sometimes called performance review. How to prepare for a performance appraisal I’ve got a confession to make. I never really liked having my…
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