HeyJaredHow to Make Partner
How to Make Partner talks about how to progress your career in professional service firms so is for all your lawyers, accountants and consultants out there. Find out what the partners in your firm are really looking for and get ahead of your peers.
- Indexed issues, last 90 days
- 12
- Latest publication
- Sep 26, 2026
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- Jul 4, 2026
Latest issues
The billable hour is breaking. What do you do if that's still how you bill? (opens the original)
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The question is not whether you should start changing from charging by time, but how to move away from this billing model.Sorting out your own pricing habits, rather than waiting for your firm to change its model for you, is exactly the kind of initiative that marks someone out as ready for partnership.I’m Heather Townsend, author of <a href="https://www.amazon.co.uk/Poised-Partnership-successfully-associate-partnership/dp/1913037088/ref=sr_1_1?crid=1NTNHUX61KIJO&dib=eyJ2IjoiMSJ9.Lx-f5mnYlpiS0rt
Your client thinks AI should make you cheaper. Now what? (opens the original)
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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 problem is how to answer the question about price in the moment with your client, the bigger issue is about understanding the real value you bring to your client. Plus how AI will reduce or increase that value. Sorting that out is not a job for your marketing team or your finance team. It’s the type of thinking that a partner will need to be doing.I
How to make it easy to introduce others in the firm to your client (opens the original)
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How do you have that conversation with a client without feeling like a second hand car sales person? That’s what this episode is all about.Most of the mid-tier, global and multidisciplinary firms have made more work from existing clients their main route to market, which means you need to be good at introducing your clients to others in the firm. Almost nobody is taught how to do it. Account management is a skill, and it is one you will have to build yourself rather than wait for your firm to te
How to stop wasting time on leads that are going nowhere (opens the original)
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And how can you stop this happening time and time again. That’s what this episode is all about.Getting excited about a prospect is not the same as a signed up client. And its your job as a sales person to find out early whether a prospect is going to be a great client for you and your firm.Your partners are looking at whether you can be trusted to hit your new business forecast and bring in the right type of work, without burning through the little non-billable time you have.I’m Heather Townsend
The lead has gone quiet. What now? (opens the original)
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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 interested. Whereas what they’re really saying is not yet. Your challenge is how do you stay in touch, so that when they are ready to restart the conversation, they pick up with you. The best rainmakers are brilliant at staying in touch with prospects until they are finally ready to buy.I’m Heather Townsend, author of <a href="https
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