Business Development Clinic: What’s the best way to turn a client’s need into a want?
For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they both know you have a ‘need’, but not a ‘want’ for your services. So, what can you do about …
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Is ‘How to make partner & still have a life’ only for future partners? You may be surprised…
Here is a review of ‘How to make partner and still have a life’, by Craig Wright National Head of Risk & Advisory Services at BDO LLP, which first appeared in AccountingWeb. I remember when I first became a partner in an accountancy firm. Books like this didn’t exist. There were constant questions I had …
Career Clinic: how to fit in studying on top of my high workload
This article gives you five tips to help you successfully pass your professional exams whilst also being at work.
Business Development Clinic: What’s the best way to describe what I do when networking?
As a professional, we’ve all been taught (probably from day one in the job) that the best way to generate new business is by referral. After all, some recent research by the Hinge Research Institute found that 70% of people will ask a friend for a recommendation if they need the services of a professional. …
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How to deal with tough work colleagues
Read this article for over 6 tips to successfully deal with tough colleagues.
Business Development Clinic: should I work with a potential juicy client outside of my niche
This article discussed whether you should work with a client outside of your niche
How much do partners in the Big 4 really make?
Everyone knows that the Big 4 partner salary is something that will make you a very rich man or woman. However, the web is full of articles estimating what that figure may be! For example, Going Concern estimates what you can expect to make in the Big 4 US firm over a 15 year period. …
Business Development Clinic: How can I conquer my nerves when networking?
Nerves can be helpful at times – after all, they can stop you wandering in where angels fear to tread. However, they can also jeopardise your performance – particularly when out and about at a networking event. Not everyone enjoys meeting new people. In fact, many professionals avoid attending networking events because of their dread and …
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Business Development Clinic: How can I increase my success rate in sales meetings?
Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven. Here are our tips to make sure you get the most out of these meetings: 1. Bring another person with you …
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