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One of the first pieces of client work I did as a newly independent coach and trainer was supporting a pitch team of a top 100 law firm go out and come 2nd in a multi-million tender. That experience taught me a lot, and the second part of this 2-part blog post there are the remaining 6 tips to help…
The round of christmas work parties has definitely started. The question is are you a bit ‘bah humbug’ when it comes to festive networking? Or are you in festive party heaven? Here is my guide, with a sprinkling of sober advice, to help even the most reluctant and ‘bah humbug’ of networkers to get the…
Going from industry into practice as a junior partner, director, senior associate or partner-designate can be a good way of making partner. As with all the routes to making partner, this one has its challenges and its benefits. The biggest challenge with this route is the fact that you may not have had to sell…
A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most of the consultants handling client portfolios worth over £1 million, they almost all suffered with the curse of professionalism, which was stopping them taking the next step in their career. In this blog post I identify…
In this blog post, fresh after talking about how to use your personality to convert more sales, we explain the different types of sales questions for accountants (as well as lawyers and consultants) Sales questions for accountants Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I hear…
For those of you who have read a few of my blog posts will know how much emphasis I place on the importance of relationships to build a bedrock for your future career success. This is why I am delighted to share an extract from a new book called ‘Relationology: 101 secrets to grow…
When I look at the curriculum of ‘high potential’ programmes in many firms, I can get rather hot under the collar. You may wonder why? Well, they seem to have (at worst) forgotten the fact that their future partners need the skills to win work. Either that or the quality of the business development training…
When people ask me what are the most important chapters in the Go-To Expert, I point them to chapter 3, 4 and 5. I.e. the part of the book where I talk about packaging your brand to make you irresistible to potential clients. Sadly, this part of business development is often missed out by accountants,…
How to find the time for social media One of the biggest questions I am asked is “how to find the time for social media?”. Indeed I recently spoke at the law society event on social media answering that very question. In The Go-To Expert book, we share many tips on how to use social…
I have been coaching a partner in a large accountancy practice who confessed to me that he was feeling daunted about the marketing plans we were drawing up. You could say, he wanted to become more confident at business development. His reaction is not unusual, in fact, I’d say, his reaction was fairly common. Firstly,…
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