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Your business case for partnership: Don’t get over fixated on your technical ability

Most partnerships require their potential partners to write a business case for admittance to partnership. (See what do you need to put in your personal and business case for partnership) When I interviewed Darryn Hedges, Global Finance Director for Marks and Clerks,  recently, he explained the most common mistake that potential partners make with their […]

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How to make partner at a Big 4 firm? (part 2)

Why do professionals want to be a Big 4 partner? Reaching partnership at a Big 4 firm is generally seen as the pinnacle of achievement for any accountant or consultant. These blog posts discuss what it takes to make partner at a Big 4 firm and how this differs from mid-tier firms. Read Part 1 […]

big4 Big 4 partner buy in client portfolio

How do I become a partner at the Big 4? (part 1)

Why do people want to become a Big 4 partner? Reaching partnership at a Big 4 firm is generally seen as the pinnacle of achievement for any accountant or consultant. Over the next few articles, we’ll discuss what it takes to make partner at the Big 4 and how this differs from a mid-tier firm. […]

Building your client portfolio

Why tried and tested sales techniques normally don’t work for professionals

In this blog post by Jon Baker, co-author of The Go-To Expert, he examines why tried and tested sales techniques normally don’t work for Accountants, Lawyers, Consultants and other professionals. This is why so many professionals find professional services business development so tough.  Ask any professional why they went into their chosen profession, and I […]

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9 excellent ways to truly understand what your clients will want to buy

Last week I was helping a group of consultants start the process of winning their own new clients. Many of the consultants, similar to most accountants and lawyers, had a mental block with the word selling and the ‘ra-ra’ element of starting to market themselves. (The ‘ra-ra’ is their words not mine). After all, most […]

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6 essential strategies to help you make partner in a new law firm

In the last few months I have had a few people ask me what they need to do to make partner at a different law firm to their present one. On the one hand law firms always will prefer to make up their own senior associates to a partner position. However, good talent at a […]