Are you wondering how to build a business case for partnership if you are currently in industry? Heather Townsend, co-author of How To Make Partner And Still Have A Life and The Go-To Expert, reveals all…
Plenty of my clients work in industry but want a career change and to make partner at one of the Big 4. Many of them face the issue of how can they create a great business case if their career is light on bringing in new clients?
Here are 3 simple ingredients that any cast-iron business case for partnership should include, even if you have no track record of selling from your career in industry.
1. Evidence of influence and persuasion skills.
Not having sold to people before doesn’t have to be a stumbling block. Finance Directors and VPs, amongst many other senior roles, are selling ideas and courses of action to people every day. Persuasion and influencing skills are invaluable in selling. A great business case for partner will include strong examples of these. In fact, using these skills successfully in your partnership business case will be evidence of your ability to sell!
2. Existence of a broad and influential network.
People who make partner from outside the firm bring something vital with them – a network of contacts who are interested in the firm’s services and who have the authority to buy. It takes at least a year, maybe two, to build this sort of network, so you should be planning at least that far in advance. Take every opportunity to network and build up your contact book. LinkedIn is great for this, but it’s not the only resource, so use them all.
3. A name people recognise as that of a Go-To Expert.
Being the name on everyone’s lips for an expertise is a winner. Invest time in building up your reputation by speaking at conferences (you may be surprised at how keen they are to have you) and large industry events.
Other ways to build your brand include using LinkedIn to publish your own articles. I explain more about the benefit of this, and other ways to grow your reputation, in The Go-To Expert – more than 35 5 star reviews on Amazon. Why not grab a copy for yourself?
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This article originally appeared in a different form on the How To Make Partner website.
- 3 key questions to answer in order to build up a business case when you are currently in industry
- How to overcome the challenge of selling yourself when going from industry into practice
- 6 tips to make your business case for partnership so persuasive your partners have to say yes
Heather Townsend helps professionals become the The Go-To Expert. She is the author of the award winning and best-selling book on business networking, the ‘FT Guide To Business Networking’ and the co-author of ‘How to make partner and still have a life’, and ‘The Go-To Expert’. Over the last decade she has worked with over 300 partners; coached, trained and mentored over 2000 professionals at every level of the UK’s most ambitious professional practices.