How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?
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How to convert a prospect into a warm, pre-qualified lead who is ready to buy from you?

ByHeather Townsend

My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her real work and who was really interested in her work and methodology. Is this a lead? No. Is…

Is this common mistake jeopardising your performance at work?
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Is this common mistake jeopardising your performance at work?

ByHeather Townsend

I had been forewarned that my coaching client was likely to be emotional in our coaching session. What I didn’t expect was for the tears to start rolling from the start of our conversation. I was reminded of this coaching session recently. I was having one of those days. You know, the ones that happen…

Two things that will significantly increase the impact of your Business Case
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Two things that will significantly increase the impact of your Business Case

ByHeather Townsend

I reviewed the Partner Business Case for 3 potential partners in one week. I gave the same advice every time. It’s typically my advice after reviewing any Business Case for partnership. And here it is for you. Add numbers and evidence to your partner Business Case Words can tell a good story, but there is…

How to identify if perception is the root cause of your inability to win business
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How to identify if perception is the root cause of your inability to win business

ByHeather Townsend

I had an interesting conversation today where perception was at the heart of the conversation. Here is how the conversation went: Them: One man bands really don’t want to put their hands into their wallets and buy business coaching. That’s why I need to target larger corporates Me: Actually we find the opposite. Small businesses,…

How to quickly excel to get promoted from audit supervisor to manager
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How to quickly excel to get promoted from audit supervisor to manager

ByHeather Townsend

If you’re an auditor and want to move up the ladder quickly; if you want to get from supervisor to manager this year here is how to excel so you get noticed for promotion.   Sometimes the supervisor role outside of audit has a different title such as ‘senior associate’ (PwC Corporate Finance), or ‘senior consultant’…

How to grow a £2 million-sized practice within 2 years
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How to grow a £2 million-sized practice within 2 years

ByHeather Townsend

I was recently asked for advice on how to win new clients. But not just win new clients, but grow a £2 million-sized practice within 2 years to justify a partner business case. Whilst the title of the blog post may seem very far-fetched, there are firms who want their potential new partners to have…

The 5Ps that always give time for business development
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The 5Ps that always give time for business development

ByHeather Townsend

The dilemma: You have a full client workload and a daily chargeable time target of over 6 hours a day. However, you need to build your own client portfolio. That is a full job in its own right. You need some time-effective business development tips. So, is it any wonder that business development often gets…

The 4 most common (and damaging) mistakes lawyers make with their business case for partnership
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The 4 most common (and damaging) mistakes lawyers make with their business case for partnership

ByHeather Townsend

Your business case to make partner in a law firm In this article, I share the common mistakes I see in business cases for a partner in a law firm. Whilst these are largely similar to the mistakes made by other professionals in practice, a few crop up time and time again in lawyers’ business…

What data do you need in your Business Case for partnership?
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What data do you need in your Business Case for partnership?

ByHeather Townsend

What makes a strong Business Case for partner? The best and most effective partnership Business Cases continually verify and quantify all the statements within them. In this article, I discuss what data is required and how to use it to strengthen your Business Case for partner in your firm What is your evidence that you…

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