This episode is about closing that gap; not with more coffees that go nowhere, but with a deliberate strategy for building and maintaining the relationships that generate your own client work.
Using the five-step Networking Strategy framework, this episode gets practical about how to stop wasting time on the wrong people, how to deepen the relationships that matter most, and how to use the SERVICE framework to turn your network into a reliable source of referrals.
In this episode you will learn:
Why only 35% of professionals have a strong internal firm network that regularly sends them work, and what the rest are missing
The five-step Networking Strategy: Aim, Audit, Find, Build, Maintain, and why most people skip the first one entirely
How to use A, B and C lister categories to decide where your networking time actually goes
The SERVICE framework for generating referrals: what it is, and the three elements most professionals underuse
How Emily went from being told she was two years away from partner to landing a £5 million contract in eight weeks
Take the Partnership Readiness Assessment
Free to complete, 15–20 minutes, and gives you a personalised report across all 12 key indicators, including exactly where to focus your first ONE BIG FOCUS. Take the assessment here.
Buy Poised for Partnership
To buy a copy of Poised for Partnership, click here.
What help is out there for you to progress your career in the professions?
Inside the Referral Network indicator, you’ll find practical support to help you build the relationships that can lead to better conversations, stronger opportunities and more of the right work.
You’ll find resources to help you strengthen your business development activity, including:
How to Go from Coffees to Instructions
How to Get Confident on LinkedIn
What You Need to Be Successful with Your Business Development
How to Structure Your Business Development Activity
How to Go from Coffee to Instructions
How to Create a Team of Introducers Who Regularly Refer You
How to Turn a Conversation into Business
These resources will help you:
Move beyond one-off coffee meetings and build relationships that lead somewhere
Use LinkedIn with more confidence and purpose
Structure your business development activity so it becomes more consistent
Build a network of introducers who understand who you help and when to refer you
Turn good conversations into real opportunities
If Referral Network is where you need to focus, this section of Progress to Partner will help you stop leaving referrals to chance and start building the relationships, habits and confidence that help bring the right work to you.
Use code PODCAST10 for 10% off annual membership. Click here to join.
Books mentioned
Poised for Partnership by Heather Townsend - https://amzn.to/3ETEYk3
How to Make Partner and Still Have a Life by Heather Townsend and Jo Larbie - https://amzn.to/4iLxugM
