partnership track
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Business Development Clinic: How can I increase my success rate in sales meetings?

ByHeather Townsend

Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven.  Here are my tips to increase your success rate in sales meetings: I’m Heather Townsend, author of Poised for Partnership and co-author of How to…

Conflict Resolution Tip: Context is normally everything
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Conflict Resolution Tip: Context is normally everything

ByHeather Townsend

Imagine this… You get on a train, planning to do some work on your iPad while you head into London. As the train progresses, it gets fuller and fuller. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner & Still Have a Life. I’m the leading global expert in what it takes to…

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Business Development Clinic: I’ve sorted out my LinkedIn profile, now what?

ByHeather Townsend

If you’ve created your LinkedIN Profile and are waiting for something to happen next, it’s likely that you won’t see any benefit in being there at all!  There are still many professionals in practice, who are wondering what is the next stage to winning business via LinkedIn. After all, having a decent profile is a…

How my daughter’s experience in the treetops can help you build your own confidence
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How my daughter’s experience in the treetops can help you build your own confidence

ByHeather Townsend

About a month ago, my children and my husband embarked on the junior ‘go ape’ challenge. For those of you who are not familiar with ‘go ape’, this is an adventurous activity help up in the tree tops. The junior version involves zip wires, and going between the trees on ‘paths’ with various levels of…

Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction
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Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction

ByHeather Townsend

In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you. I’m Heather Townsend, author of Poised for Partnership and co-author of How to Make Partner…

Career Clinic: What is meant by “leadership”?
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Career Clinic: What is meant by “leadership”?

ByHeather Townsend

This was an interesting question which dropped into my inbox. First let me give you the back story. The question came from a highly senior technical specialist who had been head-hunted from a small firm, for a senior role in a top 5 firm. The technical specialist, let’s call them Sheila, was being promised partnership…

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Business Development Clinic: How can I get more confident when working the room

ByHeather Townsend

As you open the door, you see a room full of strangers. All talking, laughing…. your heart sinks. How will you break into a conversation? Will anyone want to talk to me? Wouldn’t people blank me if I’m not a partner? Why am I here… when I could be….? Whatever your reason for not being…

Business Development Clinic: How to cope with objections from potential clients
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Business Development Clinic: How to cope with objections from potential clients

ByHeather Townsend

You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us Your fees seem to be quite expensive My concern is whether this project will get us the results we need  Do you think you have the people…

Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2
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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2

ByHeather Townsend

This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid.  Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large…

being professional
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9 tips for successfully dealing with conflict at work

ByHeather Townsend

Jon Baker, shares his top 9 tips for dealing with conflict in your team and workplace. Here are nine ideas to help you successful deal with conflict at work: Disagreement is not the same as conflict. Disagreement can lead to discussion and learning. It’s easy to sense disagreement and feel oneself getting ready for battle….

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