a man with his head in his hands to symbolise negativity and the desire for effective business development
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How to check that your LinkedIn profile is not negatively impacting the effectiveness of your business development activities

ByHeather Townsend

Did you know that before speaking to someone for the first time, a lot of potential clients check out their firm’s website and LinkedIn profile? According to the Hinge Research Institute, a whopping 81% of clients will look at the website of potential suppliers before making contact, 63% will search online, and 60% will check…

tips for pitching so that you can stand out like this red umbrella among a number of grey ones
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How to come out of your partners’ shadow in a pitch

ByHeather Townsend

Are you fed up of being a mute spare wheel in pitch meetings? Are you sick of being stuck behind your partners’ shadow? Do you wish you could exude charisma and gravitas so that you stand out for once? Many professionals looking for tips on pitching have asked us these questions, but what they didn’t…

a girl at a crossroads to symbolise how to encourage employees to take initiative
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5 foolproof ways to get your staff to take initiative (and why they won’t take it in the first place)

ByHeather Townsend

“Why won’t my staff take initiative?” , “why do they always come to me with any little problem?” , “why do I have to spoonfeed my staff?” These are questions that a lot of managers ask and don’t know the answer to, so this is what this article is all about. How can you encourage…

A person balancing rocks to symbolise building trust on social media
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6 sure-fire ways to build trust and win leads online

ByHeather Townsend

One of the challenges that many lawyers, accountants and consultants face is not just producing content, but understanding why producing, sharing and curating content is so important now for business development. Whether you understand it or not, it’s a fact that the content you share and how you show up online is key to building…

coffee beans in a funnel to represent how to generate leads from LinkedIn
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4 key ways to get more leads from LinkedIn (and how to do this consistently)

ByHeather Townsend

Most people use LinkedIn for business, with no real purpose, and then wonder why they don’t get leads from it. Does this sound familiar? Do you know that you should be using LinkedIn for your networking but you don’t know how? If you’re wondering how to generate leads from LinkedIn, here is how to do it…

a paper robot holding a broken heart to symbolize the biggest networking mistakes
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The 6 greatest barriers to effective networking – which do you struggle with?

ByHeather Townsend

Every lawyer, accountant, and consultant knows networking is an essential component for career success; they invest time and effort building their list of contacts and developing the relationships with people as they know it’s key to business growth. Although like many smart, talented people, they know just how essential it is to execute networking properly,…

a dart in a bullseye to symbolize how to improve your tender win rate
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7 key ingredients to improve your tender win rate

ByHeather Townsend

There’s nothing more disheartening than losing a tender. After all the late nights, early morning coffees, and pestering (or being pestered) for essential information, it’s a real kick in the teeth when all that effort on writing a bid doesn’t end in success. There are no prizes for coming second… So what can you do…

benefits of having a career mentor
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The 5 people you need in your corner if you want to make it to partner

ByHeather Townsend

Read any article or book on progressing your career and inevitably you will be told the benefits of having a career mentor. And I totally agree. A mentor for your career is essential if you want to make it to partner. But, making it to partner in a professional services firm is NOT like getting…

Woman with a loud speaker to symbolise how to reach out after losing touch
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6 tips to get back in touch with people you’ve lost touch with

ByHeather Townsend

Getting back in touch with people is something that many of us find difficult; regardless of the reason that we want to reach out, it seems that the longer we leave it, the harder it gets. This is true for your personal circle and also for your business network too. Even with understanding the value…

business case template for partnership
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The 3 questions your Business Case for partnership needs to answer if you are to be successful

ByHeather Townsend

If you will make partner (or even director in some firms) you will need a persuasive Business Case. After all, not many partnerships are prepared to give up a slice of their profits to someone who is just a ‘good pair of hands’ or a trusted team member. The problem is that (as far as…

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