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How to Make Partner and Still Have a Life by Jo Larbie, Heather Townsend

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18

Building your own client portfolio

TOPICS COVERED IN THIS CHAPTER:

•  How to build your own personal marketing plan

•  The business development process

•  What we mean by ‘marketing’ and ‘selling’

•  The sales process

You must sell yourself to sell your firm.

FORD HARDING, AUTHOR, RAINMAKING

The number-one reason why people don’t make it to partnership, regardless of the size of the firm or their specialism, is their lack of a significant client portfolio or, as it’s known in the trade, ‘a following’. As an associate or senior manager you are ...

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