I help professionals and firms become the Go-To-Expert. Unusually for someone with an Engineering Degree, I accidentally became a writer and used my knowledge on social media to write the current best-selling and award-winning book on networking, The FT Guide To Business Networking. (75 five star reviews on Amazon- and read the 1st chapter for free here) People frequently talk about me as someone who really knows her stuff – which may be the reason I have, over the last decade, worked with over 100 partners, coached and trained over 1000 professionals at every level of the UK’s most ambitious professional practices.
I’ve always loved a challenge which is why I have solved the problem in my next book, which has perplexed many consultants, lawyers, surveyors, architects and accountants – ‘How to make partner and still have a life’. (Published by Kogan Page in November 2012)
The Excedia Group was founded by myself and Jon Baker to bring clarity, perspective and knowledge to help our clients achieve their business goals. Over 75% of our work comes from professional service firms - both large and small, helping them get more clients via referrals utilising networking and social media. Over 50% of the Excedia group’s clients are small professional practices of between 1-50 employees.
My work splits into about 50% Executive & Business Coaching with Partners, Practice Owners & Potential Partners, with the rest split between training, consultancy and writing.
I adore writing, (as well as helping others achieve their goals without having to sell their soul) which is why I blog regularly at Partnership Potential, Joined Up Networking, How to make partner and still have a life and venture-Now
2012-03-14 21:35 - 691 reads
A good friend of mine, Rob Brown has a great quote, which I often recite:
“stop counting conversations, and make conversations count”
2012-03-06 15:38 - 1049 reads -
I was running a workshop last week, where one of the attendees declared she needed to be more fussy with her networking. Fussy? Come again, how does this fit with being a great networker? In fact one of my network told me that I was, and always had been, a very fussy networker. I think I took that as a compliment!
2012-02-13 10:38 - 1035 reads
This is one of the first questions that I often ask my accounting and legal clients – how do you attract clients?
There are seven common ways that service businesses can attract clients. Normally a service business will attract them in one or two main ways. For example, I was talking with a managing partner of a strong regional accountancy practice recently, and they found they got 95% of their new clients via referrals. If you find that you are utilising three or more of these ways, take a look at the efficiency of your marketing mix. It is extremely likely that one of these ways is not yielding a good rate of return:
2012-02-06 08:28 - 638 reads
In my experience most business owners would not describe themselves as rain makers. I’m sure many business owners have from time to time wished they could outsource their marketing and selling to someone else, and let them get on with delivering their business service/product - i.e. the reason they started the business in the first place. However, the smaller the business the greater the need for every employee, to play their part in the business development.
2012-01-30 11:10 - 876 reads
My client proudly reported her two new client wins. Just as I was about to start celebrating, she then mentioned in a quiet voice that she had lost two new clients. They had apologetically told her that friends had just set up an accountancy practice, and so they were going over to them. But, if they mucked up they would be back very quickly. Some small crumbs of comfort!