How to identify if perception is the root cause of your inability to win business
I had an interesting conversation today where perception was at the heart of the conversation. Here is how the conversation went: Them: One man bands really don’t want to put their hands into their wallets and buy business coaching. That’s why I need to target larger corporates Me: Actually we find the opposite. Small businesses, …
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6 ways to thrive after your firm merges
Merger season in the professions is still in full swing. Everywhere you look there is another article reporting a firm merging or acquiring practice or rumours that a firm is likely to merge. The question is how do you make sure that you thrive as a result of a merger? In this article we look at …
How to quickly excel to get promoted from audit supervisor to manager
This article sums up the advice I recently gave to an auditor who wanted to excel and move up the ladder quickly, and get from supervisor to manager this year. Sometimes the supervisor role outside of audit has a different title such as ‘senior associate’ (PwC Corporate Finance), or ‘senior consultant’ (EY IT Audit). How to …
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How to grow a £2 million-sized practice within 2 years
I was recently asked for advice on how to win new clients. But not just win new clients, but grow a £2 million-sized practice within 2 years to justify a partner business case. Whilst the title of the blog post may seem very far-fetched, there are firms who want their potential new partners to have …
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The 5Ps that always give time for business development
The dilemma: You have a full client workload and a daily chargeable time target of over 6 hours a day. However, you need to build your own client portfolio. That is a full job in its own right. You need some time-effective business development tips. So, is it any wonder that business development often gets …
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What needs to go in the 12-month marketing plan for your business case for partner
A key component of a partnership business case is the 12-month marketing and business development plan. This is where you set out exactly what you will do, in terms of marketing and business development, to achieve the promise of your partnership business case. In this article, I explore what should be included in the 12-month …
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What data do you need in your business case for partnership?
What makes a strong business case for partner? The best and most effective partnership business cases continually verify and quantify all the statements within them. In this article I discuss what data is required and how to use it to strengthen your business case for partner. What is your evidence that you can win business? …
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