Business Development | Client Portfolio

8 tried and tested tips to keep the faith with your business development efforts

By Heather Townsend / Blog, business development / 9 minutes of reading

If you’re working from home, possibly with the kids underfoot and wanting your attention as much as your boss, team and clients, it’s understandable to think that you don’t have time to network and keep at your business development activities. With everything that is going on, it’s also understandable that you may feel a bit …

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How to say no to a partner through email

Everything you ever wanted to know about choosing your niche

By Heather Townsend / Blog, Building your client portfolio, business development, sales process / 8 minutes of reading

One of the ways you can minimise the time you spend on business development is to focus on developing a niche for yourself. This may not make sense right off the bat, but it does when you think about it. Having a goal or a target to hit puts you on a path to success, …

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9 tried and tested tips to keep the faith with your business development efforts

By Heather Townsend / Blog, business development / 7 minutes of reading

I’m sure we’ve all been in that stomach-churning position of wondering just exactly where our next new decent client is coming from, especially if we’ve recently taken a leap of faith to start winning our own clients. It’s truly gut-wrenching, particularly when you’ve been actively getting your name out there and supposedly doing the right …

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8 tips to help you spend less time networking but more time winning business

By Heather Townsend / Blog, business development, Networking / 7 minutes of reading

If you want to make partner you need to show you can win business. It is often the lack of a client following that stops so many talented professionals from making the step up to partner. One of the biggest barriers I hear potential partners tell me about is actually finding and making the time …

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7 deadly business development mistakes – which ones are you making?

By Heather Townsend / Blog, Building your client portfolio, business development / 7 minutes of reading

The days when you could get to partnership as a brilliant technician are long gone… Even if you only work on very big-ticket items, to get to be a Magic Circle, Big Law, Big 4 partner or partner at a large firm you still need to have proved your ability to win work and be …

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How to make time for business development and still have a life outside of work

By Heather Townsend / Advancing Your Career, Blog, business development / 5 minutes of reading

How do you make time for business development when you have a full day – especially if you are a lawyer? As you start to go up the ladder, on the way to making partner, your responsibilities get bigger. And with a full day, how do you ensure that your career still moves forward and …

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8 foolproof ways to attract corporate clients and win big contracts

By Heather Townsend / Blog, Building your client portfolio, business development / 4 minutes of reading

Senior decision makers in corporations don’t spend much of their time searching online or using social media. Unlike smaller businesses, they don’t go out to networking events and all of their emails and calls are often screened by assistants. So how do you attract corporate clients if you can’t get in front of them using …

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7 mindset shifts you will need to make to become a rainmaker

By Heather Townsend / Blog, business development / 3 minutes of reading

By now you have realised that making partner is about more than technical ability and you also need to be winning regular work. You need to know how to become a rainmaker. This is a totally different set of skills than your technical skill-set so you may be worrying about how you can make this …

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12 proven tactics to get more referrals (these can’t not work!)

By Heather Townsend / Blog, Building your client portfolio, business development / 5 minutes of reading

Ever wondered why people buy from people? It’s simple: people trust people. A referral is an extremely powerful exchange when it comes to business as it almost always converts to a new client. Why? Because the referral gives you instant value and credibility and trust has already been established for your potential client, and all …

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How to make sure you get the referral rather than your partner

By Heather Townsend / Blog, Building your client portfolio, business development, Increasing Your Profile, Networking / 3 minutes of reading

There’s nothing worse than putting in the work and the hours only to get overlooked for a referral. It’s a crushing feeling, especially when it goes to your partner instead. What did they do that you didn’t? While it might feel like you did everything you could, you may be missing a few key areas …

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