Is the curse of professionalism limiting your career progression?

buckets

A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most  of the consultants handling client portfolios worth over £1 million, they almost all suffered with the curse of professionalism, which was stopping them taking the next step in their career.  In this blog post I identify […]

4 different types of sales questions which will turn you into the firm’s rainmaker

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In this blog post, fresh after talking about how to use your personality to convert more sales, Jon Baker explains the different types of sales questions for accountants (as well as lawyers and consultants) Sales questions for accountants Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I […]

9 fool-proof sales tips to help every accountant convert more business

fish net winning catching catch

In this blog post, Jon (who once trained all of BP’s sales teams across Europe) shares eight sales tips for accountants. Sales tips for accountants If you want to sell more, then remember that people need to buy into you before your firm. So, it’s time to think about what they want to buy into […]

4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio

hope one way sign

When I look at the curriculum of ‘high potential’ programmes in many firms, I can get rather hot under the collar. You may wonder why? Well, they seem to have (at worst) forgotten the fact that their future partners need the skills to win work. Either that or the quality of the business development training […]

3 rules to find the time to use social media effectively without getting badly distracted

Office Clocks Showing Different Times

How to find the time for social media One of the biggest questions I am asked is “how to find the time for social media?”. Indeed I recently spoke at the law society event on social media answering that very question. In The Go-To Expert book, we share many tips on how to use social […]

3 ways to stop feeling daunted by business development

go ape junior trees walk ways difficult confidence

I have been coaching a partner in a large accountancy practice who confessed to me that he was feeling daunted about the marketing plans we were drawing up. You could say, he wanted to become more confident at business development. His reaction is not unusual, in fact, I’d say, his reaction was fairly common. Firstly, […]

6 tips to make the time to produce valuable content

In the fifth of our newly published ‘The Go-To-Expert‘ inspired blog posts (get your free chapter of the book here) we look at how to make the time to produce valuable content. Producing valuable content to help you effortlessly attract in your own clients and build your profile takes time. Time which many of us don’t […]

5 ways to train your mind to get great results from networking events

Stressed Businesswoman

Getting results from attending a networking event depends as much on your attitude as whether you are going to the right event in the first place. In this article, we explore how to get the right attitude and mindset to achieve the best results from attending a networking event or group. What is the small […]

Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)

ladder money referrals

The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen […]

Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 1)

ladder money referrals

The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen […]