The Profit Margin Episode: Why Growing Your Practice Isn’t Just About Winning More Work
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The Profit Margin Episode: Why Growing Your Practice Isn’t Just About Winning More Work

ByClaire Meddings

Most Business Cases are built around one thing: winning more clients. But your partners aren’t just looking at your revenue ambitions. They’re looking at whether you think commercially; whether you understand margin, efficiency, and what it takes to build something sustainable. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have…

The 5.5 processes you need to manage to have a sustainable practice
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The 5.5 processes you need to manage to have a sustainable practice

ByClaire Meddings

When someone asks how you’re going to grow your practice, most people’s answer is some version of: win more clients. But winning more work is only one of five and a half ways to grow a practice. And it’s not always the highest-leverage one. If your Business Case feels vague, e.g. lots of good intentions,…

Why Me? Why Now? The Two Questions Every Business Case Must Answer
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Why Me? Why Now? The Two Questions Every Business Case Must Answer

ByClaire Meddings

Have you ever had a partner read your Business Case and ask: “But why should it be you? And why now?” That can feel deflating. Especially when you’ve spent years building your practice and the answer feels obvious to you. But here’s the truth: the vast majority of Business Cases never answer those two questions…

Your Business Case Isn’t Built Over a Weekend
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Your Business Case Isn’t Built Over a Weekend

ByClaire Meddings

Most people treat their Business Case like a document they’ll write when the time comes. A weekend project. Something to sort out when they’re close enough to partnership to need it. Here’s the truth: by the time you sit down to write it, it’s too late to build it. Your Business Case isn’t a document…

How to Socialise Your Business Case with key partners Without Looking Desperate
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How to Socialise Your Business Case with key partners Without Looking Desperate

ByClaire Meddings

You’ve been working on your Business Case for months, maybe years. You know you need to start talking to partners about your partnership ambitions and getting their buy-in. But here’s the problem: How do you actually have that conversation without coming across as presumptuous, pushy, or desperate? Do you prepare a full presentation deck? A…

What to do before you write a proposal to increase the chances of the client saying yes
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What to do before you write a proposal to increase the chances of the client saying yes

ByClaire Meddings

Do you spend hours writing the perfect proposal, only to be ghosted by the prospect? In this episode, I explain why the problem isn’t your proposal, but what you did before you ever started writing it. Too many of us treat a proposal like a sales brochure, but the sale should be made long before…
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How to grow your profile among the partners and influencers in your firm (even when most people are not in the office every day)

ByHeather Townsend

Shouldn’t the best candidate for partnership always get to partner? While the obvious answer is yes, that isn’t always the reality. It is fairly common to hear about partners sitting around the table, openly acknowledging that a candidate has a very strong Business Case, will credibly lead their part of the firm, and is very likely…

two women on opposite sides of a statur to represent how to deal with professional jealousy
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How to Deal with Professional Jealousy

ByHeather Townsend

We’ve all experienced workplace jealousy at some point or other. Whether we’ve felt it, witnessed it or been a victim, we can all acknowledge that it is a real issue. So, how do you deal with jealousy in a professional environment? We’ve outlined six strategies for how to deal with professional jealousy so you can…

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