# Heather Townsend
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How to create high-quality content when your mind has gone blank
Are you staring at a blank page with a deadline coming and no idea what to write? Do you find that the weeks you most need to publish something are the weeks your head is completely empty? Are you churning out content at the last minute and knowing, as you press publish, that it isn’t your best wor…
Are you acting, feeling and thinking like a partner?
Only 43% of professionals on the partnership track talk about having a practice or a business, rather than a client portfolio. It is a small change in language, and it tells your partners a great deal about whether you are ready to be one of them.
This episode covers the ninth of the 12 key indicat…
Why your partners need to trust you to make it to partner
Most are relying on their sponsoring partner and their mentor to carry a room they will never sit in.
This episode covers the tenth of the 12 key indicators of partnership readiness: Member of the Club. This is the emotional part of your Personal Case, and it is the reason a candidate with a strong…
What’s the commercial reason to make you up to partner?
Only 29% of professionals on the partnership track have been working on their Business Case for the last one to three years with the backing of key stakeholders. Which means most people arrive at the most important commercial conversation of their career with far less runway than they think they ha…
How to ace the partnership admissions process
Only 31% of professionals on the partnership track can articulate the narrative of their Business Case and explain why they should be admitted to the partnership this time around. Given that most firms cap how many partners they admit in a year, that is the question which separates two credible can…
The lead has gone quiet. What now?
You had a great conversation. Got excited about the new business. It all seemed like it was going to happen. Then they ghosted you. So how do you get these leads going again without seeming like a second hand car sales person?
When the lead goes quiet, we often take the silence to mean they’re not …
Your client thinks AI should make you cheaper. Now what?
You are sitting across from a client who has just asked why you have not passed on the savings from using AI. It is an increasingly common question. So how do you answer it without either caving on your fee or getting defensive about it? That's what this episode is all about.
Whilst the presenting …
The billable hour is breaking. What do you do if that's still how you bill?
You keep seeing headlines about the billable hour dying, clients demanding fixed fees, consultancies setting the pace years ago, and you are still sending out invoices built on hours.The question is not whether you should start changing from charging by time, but how to move away from this billing …
Why you struggle with pricing
You've scoped the job, you know what the firm needs to charge, but you are afraid of charging what it really is going to cost? So what are you actually afraid of? That's what this episode is all about.
You may not set your firm's rate card. You do decide what goes into the scope, whether you go bac…
How to make partner from a satellite or regional office
You're on Partner Track in a small satellite or regional office. The partners who will decide your future sit together at HQ and see each other every day, whilst you’re one of the boxes at the bottom of the screen. There isn’t a lot of resource in your office, local clients push back on your firm’s…
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