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 ...