Over the last few months I’ve been reviewing lateral hire business cases for people who want to join a Big 4 firm or large firm as a lateral hire at director or partner. Any Big 4, or large international accounting or law firm will want to have a lateral hire business case before they hire …
You know you need to stay in touch with someone in your network. The challenge is email vs phone call? This article aims to answer the question of when it is right to email and when is it right to pick up the phone and make a call. Email vs phone call: Why the dilemma? …
Email vs phone call: which is better to use when staying in touch with your network Read More »
This week I spent a day working with 3 senior lawyers helping them start a partner-sized practice. For each of the three, I helped them define and articulate their brand. It only occurred to me as I reflected on my conversations that wherever you are in your career you need to have built a brand …
Why you need to be a BRAND to progress your career in the professions Read More »
Over the last 6-12 months, I have been coaching many people who are very new to winning their own clients. Interestingly, they have all suffered from this one attitude problem. Your business development mindset is key to whether you win work or not. This blog post explains what this attitude is and how to get …
From time to time I get a run of similar clients with similar problems. As it happens, now is one of those times. At the last count, I am working with 4 lawyers who are all involved in deal making, i.e. M&A, Private Equity, Financing. These lawyers are spread all over the globe, so this …
Is this self-limiting belief stopping you from building your own network of introducers? Read More »
Starting to win your own clients effectively always starts with identifying what you want to become known for, i.e. what will be your specialism or niche. This blog post, based on similar conversations with clients who are M&A lawyers, shows you a very simple process to identify your niche. Recently I have been working for …
A simple way to identify your niche if you are a deal maker Read More »
We are going to dig into Chapter 3 of the Go-To Expert, and explore in more depth the concept of a sound bite. On the surface of it, having a sound bite doesn’t sound that important for any professional. However, as you read through this blog post you will discover why it is core to …
How to create a sound bite that helps you easily win business Read More »
Making Partner means having to work without deadlines. As a new partner you are often accountable to yourself. This blog post helps you get stuff done when no-one is shouting for it.
