How specialist do I really need to be?
I am on record many, many times saying you need to be niche to build up your own practice and win your own clients. But how niche or specialist do you really need to be? Do you need to be THE expert?...
View ArticleBusiness development advice that harms more than helps
Clients often tell me about the business development advice they have had from well-established partners in their firm. Lots of these tips are spot-on and very helpful. Others are . . . well, we have...
View ArticleWhy winning business successfully is all about the right mindset not skill level
This post is taken from an extract from the transcript of one of my recent webinars on “how to win your first client…..and then your second and third”. Heather (HT): The people I see that become very...
View Article6 essential questions to answer if you want a steady stream of referrals from...
How to get referrals from your network Confidence is essential if you want to establish a good pipeline of work via referral from your network. But the question is how to get referrals from your...
View ArticleHow to create a sound bite that helps you easily win business
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...
View ArticleA simple way to identify your niche if you are a deal maker
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...
View ArticleChoosing your niche: everything you need to know about creating a strong...
In order to get to partner, particularly the Big 4 and large firms, you will need to find your niche. Some professionals find that by the time they get to Partner Track they already have a clearly...
View Article3 reasons why you are struggling to win bigger and better clients
It seems that every accountant, lawyer or consultant I meet wants to win bigger clients but isn’t sure how to go about it. In this article, I explore why you are struggling to win bigger clients and...
View ArticleFive essential steps to find your niche
When you fined a niche of your own, it allows you to specialise and become the Go-To-Expert on your chosen topic. “That’s all very well” you may be thinking, “but how on earth do I work out what my...
View ArticleEverything you ever wanted to know about choosing your niche
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...
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