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The pink car story: The next chapter

If you have ever heard me speak about networking or referral generation, then you will have heard me talk about the pink car story. For those of you who haven’t, here is a quick recap of the story....

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5 ways to tweet your way to referral success

To tweet or not to tweet, that is the question? With apologies to Shakespeare, that is the question, which many accountants and lawyers are pondering. Is Twitter a waste of time or a serious business...

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How flickering lights will help you win more referrals

I have a local electrician in my network and he wins all his business via referral. In fact, his business is growing at a rate of knots and he has a steadily growing team of electricians working for...

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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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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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The essential contents of any Go-To Expert’s personal marketing tool-kit

In the third of our newly published ‘The Go-To-Expert‘ inspired blog posts (get your free chapter of the book here) we look at exactly what you need in your personal marketing kit to help you quickly...

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How the clued up professionals use valuable content to attract clients

In the fourth of our newly published ‘The Go-To-Expert‘ inspired blog posts (get your free chapter of the book here) we look at how to use valuable content to attract clients to you. Old School...

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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 make a strong impactful online presence – without spending your whole...

When people ask me what are the most important chapters in the Go-To Expert, I point them to chapter 3, 4 and 5. I.e. the part of the book where I talk about packaging your brand to make you...

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5 most effective tactics to build a LinkedIn profile which gets you found by...

I recently did some online research before having a new business meeting with a local firm. As the firm wanted to use social media more effectively I had a look at over 15 of their fee earner’s...

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Is the curse of professionalism limiting your career progression?

A few months ago I was helping a group of consultants put together their personal marketing kit. Despite most  of the consultants handling client portfolios worth over £1 million, they almost all...

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7 secrets every rainmaker uses to effortlessly win business

Marketing and business development within professional services is often shrouded in mystery. So many consultants, lawyers and accountants feel comfortable about converting a warm prospect into a...

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Why you need to be a BRAND to progress your career in the professions

This week I spent a day working with 3 senior lawyers helping them start a partner-sized practice. For each of the three, I spent time helping them define and articulate their brand. It only occurred...

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How flickering lights will help you win more referrals

I have a local electrician in my network and he wins all his business via referral. In fact, his business is growing at a rate of knots and he has a steadily growing team of electricians working for...

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When is the right time to become a specialist?

When should I specialise? The challenge for any lawyer, accountant or consultant in practice is when to specialise. (Not if they need to!) Do it too soon and you don’t get the broad base of technical...

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This cautionary tale will make you consider your online footprint

Tips for getting business referrals I’ve written several articles about how you can use social media to boost your reputation and generate referrals.  However, just like your physical image, your...

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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 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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Starting a law blog: 3 reasons you haven’t yet

Starting a law blog Starting a law blog can be a great way of building a strong profile and generating work from your own desk. So, why don’t many more lawyers do it? Or more to the point, why do so...

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