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What makes a strong Business Case for partner? The best and most effective partnership Business Cases continually verify and quantify all the statements within them. In this article, I discuss what data is required and how to use it to strengthen your Business Case for partner in your firm What is your evidence that you…
Building your own practice often means you need to be known for something in particular. This ‘something’ is often referred to as a ‘niche’. In today’s marketplace it is very difficult to make make partner as a generalist. In this article, based on an extract from Poised for Partnership, we explore how to find your…
When you start a marketing plan, clients don’t normally fall out of thin air. Nor will every meeting instantly turn into a golden relationship. When accountants or lawyers are marketing, it takes time to build your brand, form strong introducer relationships, and generate awareness within the internal and external marketplaces. The early days of marketing…
Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your…
I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing…
Saying thank you for referrals or introductions to people is an important way to express your gratitude, and educate your network that you would like more of these. (This includes both your internal firm network and your external network) With a little thought and pre-planning, you can implement these ideas very quickly and always have…
I was asked by Sonja Jefferson ofValuable Content to write a guest blog for them on the role of valuable content in gaining referrals for your business. I have reproduced the blog here: As part of the research for ‘The FT Guide To Business Networking’ I spent over thirty hours interviewing international networking experts such as Ivan Misner, as well…
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