diary
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Business Development Clinic: How do I qualify a lead?

ByHeather Townsend

Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is…

Why have I asked my coach to inflict pain on me?
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Why have I asked my coach to inflict pain on me?

ByHeather Townsend

I’ve just done something very stupid. Yes, incredibly stupid. I have asked my coach to inflict pain on me on a daily basis over the next 14 days. Seriously. The problem is, (deep breath for confession time) I have let myself get disorganised. I’ve had the luxury of not having a boss for the last…

The 4 different routes to partnership
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The 4 different routes to partnership

ByHeather Townsend

This article first appeared in top-consultant.com . If you currently work in a professional services firm, or have ambitions to move into this field, ‘making partner’ is often the holy grail of the career-minded individual. Heather Townsend and Jo Larbie, authors of ‘How to make partner and still have a life’ explain the four different…

partnership track
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Business Development Clinic: Your 5 a day

ByHeather Townsend

In today’s business development clinic, Jon Baker, discusses the 5 networking activities you should do daily. As Jon explains here, successful business networking is about taking small steps, every day. Growing a great network takes time, but then you can harvest the results. This article is about 5 steps that you can take every day…

9 things to do if you’re feeling overwhelmed and get back in control
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9 things to do if you’re feeling overwhelmed and get back in control

ByHeather Townsend

Jon Baker explores in this blog post, what it feels like to be overwhelmed, and 9 things you can do to reduce your stress levels and get back under control.  Are you feeling overwhelmed, slightly out of control and worrying that you’re getting less done than you should? What is overwhelmed? Overwhelmed can feel like…

buy-in
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What are you being offered? Salaried partner? Fixed-share partner? Equity partner?

ByHeather Townsend

Let’s take a look at the differences between a fixed share equity partner, (or as it is sometimes called fixed-share partner), a full equity partner, or a salaried partner. There is a big difference between these three different types of partners. This is based on an extract from my book ‘How to make partner and…

Business Development Clinic: 7 simple tips to help you memorise people’s names
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Business Development Clinic: 7 simple tips to help you memorise people’s names

ByHeather Townsend

Visualise yourself working the room…. How many people are you meeting at the event? 5, 10, 15 or more? Do you find it hard to memorise people’s names? It’s acutely embarrassing to forget someone’s name – and how many of us feel we are good at remembering names? In fact, forgetting people names at networking…

Business person on a graph, representing success and growth
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Business Development Clinic: How to help others remember your name

ByHeather Townsend

Whether you are trying to come to the notice of your managing partner, or make a positive impact at a networking event, your first hurdle is to help others remember your name. After all, it’s up to the other person to memorise your name, using whatever technique works for them. I’m not sure about you,…

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