The 4 ingredients you need to understand to start getting more referrals
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The 4 ingredients you need to understand to start getting more referrals

Have you ever sat there and wondered how to get referrals? After all if you listen to your partners, supposedly all you have to do is ‘get yourself out there’. You wouldn’t be the first accountant, lawyer or consultant in practice who has wondered how they are going to win their own client work. And…

8 foolproof ways to attract corporate clients and win big contracts
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8 foolproof ways to attract corporate clients and win big contracts

Senior decision makers in corporations don’t spend much of their time searching online or using social media. Unlike smaller businesses, they don’t go out to networking events and all of their emails and calls are often screened by assistants. So how do you attract corporate clients if you can’t get in front of them using…

How to make sure you get the referral rather than your partner
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How to make sure you get the referral rather than your partner

There’s nothing worse than putting in the work and the hours only to get overlooked for a referral. It’s a crushing feeling, especially when it goes to your partner instead. What did they do that you didn’t? While it might feel like you did everything you could, you may be missing a few key areas…

How to get good at blowing your own trumpet without coming across as a show-off
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How to get good at blowing your own trumpet without coming across as a show-off

“How do I get more clients?” and “How do I get more client referrals?” These are two questions that every accountant, lawyer, and consultant have asked themselves at some point in their career. The answer, however, isn’t quite as simple as they’d like. To win more clients and client referrals, you need to focus on…

How can you win your own clients? These are the 4 careful choices you need to make
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How can you win your own clients? These are the 4 careful choices you need to make

“How can you win your own clients?”  This is the question I’m usually asked by clients who have just realised that if they want to make partner they need to win their own clients and build a client portfolio from scratch.  Perhaps you’re earlier in your career and have realised that to be noticed as…

7 questions to ask yourself if you want to move your personal contacts to work-winning relationships
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7 questions to ask yourself if you want to move your personal contacts to work-winning relationships

You’re good at linking up with people and developing relationships. However, you’ve still not cracked how to translate these friendly relationships into work-winning relationships. This was the context to a question I was asked recently – and am often asked. This was how I answered the question.   Are you senior enough to get instructed?…

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…

Asking for referrals: When not to do it (hint: many of us do this without realising)
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Asking for referrals: When not to do it (hint: many of us do this without realising)

Recently I have had some online conversations with people I’ve only just met. These conversations have gone very badly. All because of one small thing. They without knowing me at all asked me for a referral. Although to be fair, they probably didn’t realise they were doing this. Something which Ivan Misner calls premature solicitation….

2 great ideas for referral sources that you can start to use today
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2 great ideas for referral sources that you can start to use today

This post is taken from a transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. You can listen to the section of the recording and view the slides here Heather (HT) : existing clients liking what you do is the easiest way to win work. Then…

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