4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio
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4 business development lies you need to stop believing if you are to quickly grow a partner-sized client portfolio

ByHeather Townsend

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…

How to make a strong impactful online presence – without spending your whole life online
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How to make a strong impactful online presence – without spending your whole life online

ByHeather Townsend

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,…

6 tips to make your Business Case for partnership so persuasive your partners have to say yes
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6 tips to make your Business Case for partnership so persuasive your partners have to say yes

ByHeather Townsend

How to construct a compelling Business Case for partnership Thinking of writing your Business Case? Perhaps you’ve been asked to present your Business Case for partner in a few weeks time, but you have no idea where to start.  We have worked with many clients to help them to write compelling and persuasive Business Cases…

3 rules to find the time to use social media effectively without getting badly distracted
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3 rules to find the time to use social media effectively without getting badly distracted

ByHeather Townsend

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…

3 ways to stop feeling daunted by business development
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3 ways to stop feeling daunted by business development

ByHeather Townsend

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,…

How to keep your team happy when they are stressed out with tough deadlines
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How to keep your team happy when they are stressed out with tough deadlines

ByHeather Townsend

No-one said that being in the professions would be easy! However, when you get to manager in a practice you get given the equivalent of a ‘hospital pass’. On the one hand you need to keep your clients and partner happy. Then you also need to keep your team happy and motivated, often by asking…

8 tried & tested ideas to help keep you going when you are exhausted in the middle of a deal
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8 tried & tested ideas to help keep you going when you are exhausted in the middle of a deal

ByHeather Townsend

How many times have you been absolutely shattered but needed to keep on working at full tilt? Maybe you are in the middle of a deal which you are so near, but so far from closing? Perhaps you are involved in a negotiation where you have all agreed to ‘stay in the room’ until the…

4 tips to help overcome yourself and ditch your fear of public speaking
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4 tips to help overcome yourself and ditch your fear of public speaking

ByHeather Townsend

I received an email from a soon-to-be US KPMG director. They candidly told me that their biggest weakness, and one which would stop them taking their next step up to director, was their fear of public speaking. With so many firms requiring their potential senior managers, directors and partners to present to a panel, overcoming…

The essential contents of any Go-To Expert’s personal marketing tool-kit
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The essential contents of any Go-To Expert’s personal marketing tool-kit

ByHeather Townsend

In the third of our newly published ‘The Go-To-Expert‘ inspired blog posts (get your free chapter of the book here) we look at exactly what you need in your personal marketing kit to help you quickly and effortlessly build a profile as The Go-To Expert. Why a personal marketing toolkit? How many times have you written…

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