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How to get referrals from your network Confidence is essential if you want to establish a good pipeline of work via referral from your network. But the question is how to get referrals from your network? However, you often only get the confidence when the work starts to come through by referral. It’s the age…
This post is taken from an extract from the transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. Heather (HT): The people I see that become very successful at business development are actively making choices every day. These choices tend to fall into these categories,…
I’ve had many of conversations with people about their future career plans. This blog post explores why it is so hard to not want to go for partner even when you know it’s not the right thing for you. The problem You’ve been in professional practice for pretty much all of your working life. That…
An old post of Dr. Travis Bradberry popped up on my timeline recently. It was entitled 9 things which will kill your career. It is definitely worth a read in my opinion. It made me think about what will slowly but surely kill your career in professional services. How much of these will match up…
The partner track process will assess both your Personal Case and Business Case for partnership. The Big 4 and large law firms will typically assess formally both your Personal and Business Case. However, the smaller or mid-tier firms may only formally assess your Business Case. The Personal Case will be assessed informally. It tends to…
You’ve poured your heart and soul into writing your Business Case for partnership. Your challenge is now to condense your ‘war and peace’ Business Case (and we have seen firms which literally require their partnership candidates to submit business cases which are over 50 pages long) into a 10-minute persuasive, engaging and impactful presentation for…
Over the last few years we have been advocating using a tool called a one-page Talk Sheet to communicate your Business Case for partnership in your firm. In fact, this tool is probably the most important tool you can use when on partner track (or if you want to get onto partnership track). In this…
In this article, I consider the knotty problem of how to open up the internal marketplace in your firm to build your own client portfolio. This is especially important if you are in a Big 4 or large law firm. Why is this important? The really successful professionals in a Big 4, Magic Circle or…
In the past month I’ve been working with managers and directors from a large firm of accountants on how they use online networking to win clients. Naturally this has involved a deep dive into LinkedIn and how they use this ‘on purpose’ and effectively. I was less than impressed when LinkedIn brought out its completely…
What are the benefits of moving from your Big 4 firm to a Mid Tier firm to take the final step up to partnership? What factors need to be present for the move to be the right one for you and your career? Are the Big 4 so very different to other firms? It used…
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