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How to successfully approach prospects on LinkedIn and get a dialogue going

Every professional has heard at some stage over the past couple of years that LinkedIn is a goldmine when finding new prospects. Like many though, they don’t know how to utilise it. Sound familiar? This article gives you a simple strategy for how to approach prospects on LinkedIn. How to approach prospects: a 4-step guide …

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How to approach prospects on LinkedIn

Business development advice that harms more than helps

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 winning …

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How to win new clients

Are you making this mistake which is stopping your network from sending you referrals?

Referral Generation Tip: It was an innocent enough situation, and one which could have easily spiralled out of control. It also was a situation which illustrated why so many of us fail with our referral generation. In this blog post I will explain all, but also give you some ideas on how to maximise the number …

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8 essential tasks before a conference to maximise the return on your time investment

Attending conferences means a large time commitment from you. Often one which your billable time targets can’t afford. However, hard-to-reach decision makers and incredibly well-placed introducers often attend conferences. Being there as well may be your best chance to meet these people face-to-face. With planning, a big conference may turn into the only big business development …

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How to make a strong impactful online presence – without spending your whole life online

When people ask me what are the most important chapters in the Go-To Expert, I point them to chapter 3, 4 and 5. I.e. the part of the book where I talk about packaging your brand to make you irresistible to potential clients. Sadly, this part of business development is often missed out by accountants, …

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Business Development Clinic: How to deal with negative comments online.

Jon Baker helps professional service firms grow from 5-50 employees. In this business development clinic, Jon explains how to deal with negative comments online. Many firms and professionals are wary of social media, because they are worried about what may get written – and what will come back to bite them at a later date. …

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