How to safely demonstrate in your appraisal that you are ready for partnership

By / Blog, business case for partnership, Final steps, Partnership Track / 4 minutes of reading

Sometimes, the only opportunity you have to talk formally about your career ambitions is in your annual appraisal. This is a great opportunity to demonstrate your readiness for partner. However, many senior associates and directors blow this opportunity by not preparing properly for this very important conversation. In this article I will share with you …

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5 secrets to confidently and successfully give clients bad news

By / Blog, Building your client portfolio, client service / 3 minutes of reading

Table of Contents How to give clients bad news1. Don’t shy away from giving the bad news2. Plan for their reaction3. Accept that you can only control your emotions not theirs4. Put yourself in their shoes5. Accept that sometimes the messenger does get shotIn summary How to give clients bad news As a professional advisor, …

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5 encouraging signs that your business development efforts and marketing plan are working

By / Blog, Building your client portfolio, business development, Developing Your Brand / 4 minutes of reading

When you start a marketing plan, clients don’t normally fall out of thin air. Nor will every meeting instantly turn into a golden relationship. When accountants or lawyers are marketing, it takes time to build your brand, form strong introducer relationships, and generate awareness within the internal and external marketplaces. The early days of marketing …

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The ultimate guide to dealing with difficult or emotional clients

By / Blog, Building your client portfolio, client service / 5 minutes of reading

  How many times have you thought that your job would be much easier if you didn’t have to deal with difficult or emotional clients? The reality of a client-facing role in the professions is that difficult or emotional clients come as par for the course. I was running a training course on LinkedIn last …

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a man pulling at his shirt collar to represent how to deal with stress in the workplace

How to sell litigation and other ‘distressed services’

By / Blog, Building your client portfolio, Developing Your Brand, Networking, The skills you need to sell your services part2 / 5 minutes of reading

Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore, how DO you sell your …

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7 probable reasons why your potential client is not returning your call

By / Blog, The skills you need to sell your services part2 / 5 minutes of reading

It was all going so well. In fact, as it turned out too well… All I needed to do was agree dates with the client for a series of workshops worth nearly £10k to us. That should be the easy part? Right? Wrong! I delegated the job of agreeing dates to my chief organiser, Lisa. …

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How my recent cycling trip can make it easier for you to build your own practice

By / Blog, Building your client portfolio / 3 minutes of reading

In this short article I explain how you can make the seemingly impossible task of building a partner-sized client portfolio more manageable. It was the final stretch at the end of an exhausting bike ride. I’d already clocked up 10 miles of hilly off-road riding.  Before I could make it back home, I knew I …

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9 tried and tested tips to keep the faith with your business development efforts. (Part 2)

By / Blog, Building your client portfolio / 4 minutes of reading

I’m sure we’ve all been in that stomach-churning position of wondering just exactly where you next new decent client is coming from. Or whether you are taking a leap of faith to start to win your own clients. It’s truly gut-wrenching, particularly when you have been actively getting your name out there and supposedly doing …

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