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.
As a junior professional you always have drummed into you that client work always comes first. That’s fine when you are a junior professional. But what happens when you need to grow a partner-sized client portfolio AND still hit high chargeable time targets? Or if you are a new partner and if you don’t do …
I spoke at a round table event recently and the topic of The Imposter Syndrome came up. The Imposter Syndrome is a well-known phenomenon affecting people in professional services. It is the fear of being found out. I.e. you worry that a client will turn around to you and go (or something like this) You …
The Imposter Syndrome: What is it and how can you get over it? Read More »
Your Sponsoring Partner is the person who recommends you for partnership, he or she is a crucial member of your support team. If this relationship has broken down or is weak, your partnership ambitions may be effectively blocked at your firm. This is the most important person you need in your corner. Don’t have your …
How to build a strong and positive relationship with your Sponsoring Partner Read More »
Recently I have had some online conversations with people I’ve only just met. These conversations have gone very badly. All because of one small thing. They without knowing me at all asked me for a referral. Although to be fair, they probably didn’t realise they were doing this. Something which Ivan Misner calls premature solicitation. …
Asking for referrals: When not to do it (hint: many of us do this without realising) Read More »
Your Partnership Track Plan is what will keep you literally ‘on track’ to achieve your goal of being voted into the partnership. Given the multiple demands on your time when you are on partnership track, particularly if you are on Partnership Track in a law firm, it can be so easy to lose focus …
The 5 essential parts to your Partnership Track Plan Read More »
This post is taken from a transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. You can listen to the section of the recording and view the slides here Heather (HT): Be aware that what we’re suggesting you need to do to start winning your …
4 great tips to create effective business development habits Read More »
This post is taken from a transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. You can listen to the section of the recording and view the slides here Heather (HT) : existing clients liking what you do is the easiest way to win work. Then …
2 great ideas for referral sources that you can start to use today Read More »
