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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…
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”. If you’d like a bit of help to get referrals and win work for your firm this guide is for you! Get your hands on my free guide to getting…
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…
How to get referrals from your network Confidence is essential if you want to establish a good pipeline of work via referral from your network. But the question is how to get referrals from your network? However, you often only get the confidence when the work starts to come through by referral. It’s the age…
In this article, I consider the knotty problem of how to open up the internal marketplace in your firm to build your own client portfolio. This is especially important if you are in a Big 4 or large law firm. Why is this important? The really successful professionals in a Big 4, Magic Circle or…
How to create a pipeline of new work via your network Recently I have been having a similar conversation with my clients who are in the process of building up a pipeline of new work and their client portfolio via their network. Therefore, in this blog post I will share the conversation I had with…
Clients often tell me about the business development advice they have had from well-established partners in their firm. Lots of these tips are spot-on and very helpful. Others are . . . well, we have a chuckle! Some of the tips I have heard have been at best unhelpful and sometimes actually damaging to…
Are you merrily plodding away at your so-called business development activities? Or have you not achieved much at all in the last few weeks or months? To check that you’re on the right track, here are 10 brightly waving red flags that are waving to show that you’re in real trouble with your new business…
There are10 lessons that every potential partner needs to learn if they want to make it to partner. In this short 2 minute video clip, I talk through the fifth lesson – Where are you going to get your work from? Because if you’re going to make partner, your partners need to know that you…
Heather Townsend revealed the 10 lessons that every potential partners needs to learn to an audience of 200 lawyers and accountants. In this short 2 minute video clip, Heather talks through the fourth lesson – the importance of having a niche. What is lesson number 4 about? Let me give you some of the challenges…
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