Category: Management and Business
Many years ago, I gave a conference speech on client service. The audience was full of accountants and lawyers, and as part of my preparation, I had asked some of their clients how they would define great service.
The replies were not surprising:
being accessible and responsive
being proactive and taking the initiative
giving value for money
initiating timely conversations – particularly around fees
being personable […]
Rapport is a key ingredient to succeeding in making a sale. It’s not something you can force, but it certainly can be nurtured. In this article, I explain how you can develop rapport with potential clients.
To start with: What is rapport?
You are ‘in rapport’ with someone when the relationship between you is harmonious and understanding. It starts to develop when […]
My advice for any accountant, lawyer, or consultant is to develop themselves as a specialist. Being known as The Go-To Expert will build your reputation, and your career, far faster and more successfully than being known as a Jack or Jill Of All Trades. However, getting the timing right can be tricky. Specialise too soon, and you miss out on […]
I have written a series of articles about the support team you need when you are on partnership track. One of the key roles in this team is your mentor. This role is different, but complementary to the role played by your sponsoring partner. In this article, I look at how you can get full value from the mentoring […]
Getting to partner is not a sprint. It’s much more like a marathon, and like any top level endurance athlete, you will need a top level support team behind you. This article is taken from my new book Poised for Partnership, and it sets out why a support team is so important, and who the key members need to […]
I’ve recently written a series of articles about the support team you need when you are on partnership track. One of the most important roles in this team is your sponsoring partner. He or she is the person who will recommend you for partnership, and if your relationship is broken down, or weak, you might as well kiss goodbye […]
When you are admitted as an equity partner, you are expected to make a large financial contribution to the firm. Never do this without doing a thorough check on your own firm’s financial stability. You need to be confident how solvent the firm is now and how it’s looking for the future.
In this article, extracted from Poised For Partnership, […]
Everyone suffers procrastination from time to time. Some of us get to be masters at it! However, unless you recognise it and knock it on the head, it’s going to seriously ruin your professional career. In this article, extracted from my new book, Poised For Partnership, I suggest ten ways in which to stop procrastinating.
What type of procrastinator are […]
As your career level increases, so does the amount of pressure you have to deal with. If you don’t deal with it correctly, it’ll transform into stress, which is incredibly bad for your health and performance. Successful accountants, lawyers, and consultants have devised a number of ways to cope with the demands of their jobs. In this article, extracted from […]
If you are reading this article because you’ve been unsuccessful in the partnership vote, then I feel for you. You are probably feeling pretty raw right now, even if it’s not a total surprise. In this article, based on an extract from ‘Poised for partnership’, I look at what you need to do to get back into the […]
You will often hear people talking about constructing a business case for partnership. Actually in reality, you need to put together both a business case and a personal case. What is the difference between your personal case and business case for partnership? Some firms will split the two of these up within the partnership admissions process. However, whenever you are pitching […]
By Andrew Sobel, Big4 Guest Blogger
I went on a long business trip to the UK and Russia earlier this summer. I had never been to Russia, and was in fact a bit concerned, beforehand, about going there. It was a fascinating and rewarding experience, however. I met many interesting people and learned a lot about the history and culture of the […]
Recently I have seen a trend where firms, in particular the Big 4, are asking their potential partners to write and submit their business case for partnership using PowerPoint. Presenting a business case on a slide deck forces you to be succinct. Some people really struggle with this format. In this blog post, based on an extract from my new book ‘
This article gives you 4 different reasons to work with rather than against your competitors – are you making sure you practise them all?
You have spent years studying and training, you work long and hard in your firm. Your eyes are firmly set on your goal of making partner – ain’t nobody gonna get in your way!
Stop! Because although healthy competition […]
Is your LinkedIn profile doing you justice? Is it getting you the new business and opportunities you deserve? This article, by Heather Townsend, looks at how to get your LinkedIn profile to earn its keep.
Given the amount of contrasting advice on the internet about what needs to go in your LinkedIn summary, it is any wonder that so many people get […]