The 7 deadly sins of client service
Good client service does not happen by accident. Read on for the seven deadly sins of client service
9 tried and tested tips to keep the faith with your business development efforts. (Part 2)
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…
9 tried and tested tips to keep the faith with your business development efforts. (Part 1)
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…
How do I follow up without p*ssing off my potential client?
When you are waiting on a new client or lead to say ‘yes’, it can be a tense time. Are they serious? Have you won the work? Do you have the resources for the work? Will they answer your calls or emails? That’s the problem. You know you need to follow up, but what is…
6 big clues to help you identify and stop wasting time on tyre-kickers
Tyre-kickers. Not a particularly nice word, and often used to describe prospects who don’t want to buy your service, or the upsell from your marketing activity. In this post I’ll give you six signs that should ring alarm bells that you are dealing with a tyre kicker. After all, they don’t usually have a big sign…
3 avoidable but very common mistakes that speakers make which reduce their impact
In the last of a series of 5 extracts from an interview I did with Errol Williamson, I talk about the 3 most common mistakes professionals make when delivering speeches and presentations. EW: You’ve heard many business speakers deliver speeches and presentations, some have been great and some have been not so great, but what…
4 reasons why you should collaborate with your partnership competitors
Most firms set a limit on the number of new partners they admit to the partnership each year. As a result the ones who make it have the strongest personal and business cases for partnership. Consequently, most senior associates in law firms and directors in the Big 4, accountancy, and consultancy firms are in competition with…
How to construct a speech which inspires a team to improve its performance
Motivating your team, particularly when the going is tough, is hard work. In this extract from an interview with Errol Williamson in Spring 2015, I talk about how to get your team onside and motivate them to higher levels of performance. EW: In your book ‘How to Make Partner and Still Have a Life’, Part…
3 easy but powerful delegation tips for senior associates
The challenge that any senior associate faces is how to still maintain their own figures AND make the time to build their own portfolio of clients. One of the best ways of starting to make some time for business development AND strengthening your personal case is delegation to more junior members of the team. The…
9 secrets of Directors who successfully made it to Partner in a Big 4 firm – part 2
How to make partner in a Big 4 accounting firm (EY, Deloitte, KPMG and PwC) To make partner in a big 4 accounting firm (EY, Deloitte, KPMG and PwC) is often seen as the pinnacle of achievement for an Accountant or Consultant. However, many talented professionals fail to make it to partner at a Big…
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