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Business Development Clinic: How to win my first client?
I’ve recently been asked this question twice in the last few days. Both times the professionals asking the question (a lawyer and an accountant) were newly qualified and keen to bring in their own...
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3 tips to help you decide on whether to focus on a niche
In many of our previous blogs we have discussed how to find your niche. (See 5 steps to finding your niche – part 1 and part 2, business development time savers: have a niche – part 1, part 2, part 3)...
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Business Development Clinic: 6 myths about niching that are stopping you...
Whenever I speak to a manager, associate or senior manager at the moment, I get asked the question “should I specialise and get a niche?” I, then, get all the typical responses as to why they shouldn’t...
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When is the right time to become a specialist?
At the start of your career your success as a professional, be it accountant, lawyer or consultant, comes from being able to pick up a wide range of jobs. However, your success as a senior professional...
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Business Development Clinic: should I work with a potential juicy client...
I’m guessing that from the first day you had business development responsibilities you were on the look out for any potential client. I really do mean any client. After all building your own client...
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Business Development Clinic: How can I win more personal tax clients?
This was an interesting and pretty short question which landed in my inbox recently. I thought it may be useful to share my reply here in a blog post. Whilst you may not be after personal tax clients,...
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The 3 reasons professionals limit their new business wins by becoming...
For the next few months to celebrate the launch of our next book ‘The Go-To Expert’, (get a free chapter here), I will be blogging weekly, including extracts from The Go-To Expert, about topics to help...
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Everything you ever wanted to know about choosing a profitable niche
In the second of our newly published ‘The Go-To Expert‘ inspired blog posts (get your free chapter of the book here) we round up the many posts on this blog about choosing and capitalising on your...
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3 ways to stop feeling daunted by business development
I have been coaching a partner in a large accountancy practice who confessed to me that he was feeling daunted about the marketing plans we were drawing up. You could say, he wanted to become more...
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How to create a sound bite which helps you easily win business
In today’s blog post 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...
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How to grow a £2 million-sized practice within 2 years
I am often asked for advice on how to win new clients, but a recent request had a twist: how to win new clients, and grow a £2 million-sized practice within 2 years to justify a partnership business...
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What I wish every talented professional knew about personal branding
I regularly speak to audiences of lawyers, accountants and consultants about the challenges of making partner. In my talks I often share the ten lessons that my clients have learnt along their journeys...
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How to choose what to specialise in, i.e. your niche
Building your own practice often means you need to be known for something in particular. This ‘something’ is often referred to as a ‘niche’. In today’s marketplace it is very difficult to make make...
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How to grow a £2 million-sized practice within 2 years
I was recently asked for advice on how to win new clients. But not just win new clients, but grow a £2 million-sized practice within 2 years to justify a partner business case. Whilst the title of the...
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What I wish every talented professional knew about personal branding
I regularly speak to audiences of lawyers, accountants and consultants about the challenges of making partner. In my talks I often share the ten lessons that my clients have learnt along their journeys...
View ArticleHow to make partner lesson 4: the importance of having a niche
In summer 2016 Heather Townsend revealed the 10 lessons that every potential partners needs to learn to an audience of 200 lawyers and accountants. In this short 2 minute video clip, Heather talks...
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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?...
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Business 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 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. Therefore, in this article I am going to explore why you are struggling to win bigger clients. Being niched...
View ArticleNeed to win your own clients? These are the 4 careful choices you need to take
I’ve been designing a webinar for people who need to win their own clients and build a client portfolio from scratch.. As is often the way, in the last few weeks I’ve had a number of calls with...
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