How to Make Partner Podcast

What Should Actually Be in Your Default Diary

Most lawyers on the partnership track have tried time blocking. You carve out the slots, and then a real deadline arrives and the block gets sacrificed. The problem isn't your discipline. It's that most people are time blocking the wrong things: treating their diary like a to-do list with timestamps rather than a deliberate design for the kind of partner they're trying to become. In a recent group coaching session with lawyers on the partnership track, one had BD and junior team check-ins locked in weekly. One had planning blocks she kept using for other things. One's only real non-negotiable was exercise. All three were working hard. None of their diaries reflected their career intentions. This episode gives you the framework to change that. In this episode you will learn: The four categories that belong in every partnership-track diary: team investment, BD, planning, and white space, and why each one earns its place Why including personal commitments in your planning block isn't a distraction, it's a decision-making tool The reactive work trap: why the urgent stuff always finds its own space, and what that means for how you protect everything else How to stop building your calendar entirely around other people's needs, and start treating your own development time as a client deadline What help is out there for you to progress your career in the professions? If you want structured support to build a diary that actually reflects your career intentions, we have three resources inside the Progress To Partner Academy. Our How to Truly Commit to Moving Your Career Forward course helps you clarify your priorities and build a plan that holds. The Default Diary exercise takes you through designing a weekly structure that protects what matters. And the Perfect Day exercise is a practical way of working out what you want your working life to look like before you start filling your calendar. Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Links: Complete our FREE Partnership Readiness Assessment - https://careerprogressionreadiness.scoreapp.com [https://careerprogressionreadiness.scoreapp.com] to see where you have gaps in your own development - you'll get a personalised report with actions for what progress your career forward Connect with me on LinkedIn - https://www.linkedin.com/in/heathertownsend/ [https://www.linkedin.com/in/heathertownsend/] Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Buy your copy of Poised for Partnership - https://amzn.to/3ETEYk3 [https://amzn.to/3ETEYk3] Buy your copy of How To Make Partner And Still Have A Life - https://amzn.to/4iLxugM [https://amzn.to/4iLxugM] Buy your copy of The Go To Expert - https://amzn.to/3HGPYlP [https://amzn.to/3HGPYlP] Buy your copy of The Financial Times Guide To Business Networking - https://amzn.to/406QPma [https://amzn.to/406QPma] Get full access to How to Make Partner at howtomakepartner.substack.com/subscribe [https://howtomakepartner.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]

Why Delegation Keeps Failing (And It's Not What You Think)

Most of us land on "I'm bad at delegating" or "they weren't up to it" and then quietly decide to do it ourselves next time. But that pattern isn't a skills problem. It's an identity problem, and it's one of the main reasons professionals on the partnership track stay overloaded and under-strategic for far too long. Drawing on a recent group coaching session with lawyers on the partnership track, this episode unpicks why delegation really fails: the briefing gap, the missing checkpoints, and the confusion between being responsible for the outcome and feeling you have to do the work yourself. Until you see the difference, no delegation technique will stick. In this episode you will learn: Why junior professionals say "yes, I understand" when they don't, and the one question that fixes it before it becomes a crisis How to build in an early review so you're never fixing a delegation problem at the last minute under pressure The identity trap: why confusing "responsible for the outcome" with "responsible for doing the work" keeps you junior and overloaded When doing it yourself is genuinely the right call, and how to create space for that without dropping everything else What help is out there for you to progress your career in the professions? If you're thinking, "I get the theory, but I need a proper system for making delegation stick," our Delegate Like A Pro course inside the Progress To Partner Academy is designed for exactly that. It covers the mindset, the briefing frameworks, the checkpoint structures, and the feedback conversations that turn delegation from something you attempt into something you do consistently and well. Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Links: Complete our FREE Partnership Readiness Assessment - https://careerprogressionreadiness.scoreapp.com [https://careerprogressionreadiness.scoreapp.com] to see where you have gaps in your own development - you'll get a personalised report with actions for what progress your career forward Connect with me on LinkedIn - https://www.linkedin.com/in/heathertownsend/ [https://www.linkedin.com/in/heathertownsend/] Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Buy your copy of Poised for Partnership - https://amzn.to/3ETEYk3 [https://amzn.to/3ETEYk3] Buy your copy of How To Make Partner And Still Have A Life - https://amzn.to/4iLxugM [https://amzn.to/4iLxugM] Buy your copy of The Go To Expert - https://amzn.to/3HGPYlP [https://amzn.to/3HGPYlP] Buy your copy of The Financial Times Guide To Business Networking - https://amzn.to/406QPma [https://amzn.to/406QPma] Get full access to How to Make Partner at howtomakepartner.substack.com/subscribe [https://howtomakepartner.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]

How to turn tough feedback into your best career asset

Are you secretly dreading your next piece of feedback? Do you find yourself going into defence mode the moment someone tells you something you don't want to hear? You're not alone. And it's not a character flaw. Your brain is literally wired to treat negative feedback as a threat, triggering a fight-or-flight response that makes it almost impossible to hear what's actually being said. The result? You either shut down, go on the defensive, or walk away without extracting the really valuable data that could transform your career trajectory. In this episode, Heather explores the art of receiving difficult feedback with intelligence and composure. And why your ability to do this well is one of the fastest accelerators on your path to partner. Inspired by a substack note from Maurizio Cuna, partner in the consulting arm of a global technology firm and author of Beyond Slides, this episode gives you the exact framework to turn even the most uncomfortable feedback conversation into career gold. In this episode you will learn: How to manage your brain's threat response so you can actually hear what's being said instead of going into damage control Why vague feedback like "you need more gravitas" is useless, and the exact questions to ask to uncover the specific behaviours behind it How to keep digging to find out whether you're dealing with an isolated incident or a deeper reputational issue that could be quietly killing your partnership chances The one email to send 24 hours after receiving difficult feedback that shows you've heard it, and actively involves the other person in your development If you find this episode useful, don't forget to like it and Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Links: Complete our FREE Partnership Readiness Assessment - https://careerprogressionreadiness.scoreapp.com [https://careerprogressionreadiness.scoreapp.com] to see where you have gaps in your own development - you'll get a personalised report with actions for what progress your career forward Connect with me on LinkedIn - https://www.linkedin.com/in/heathertownsend/ [https://www.linkedin.com/in/heathertownsend/] Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Buy your copy of Poised for Partnership - https://amzn.to/3ETEYk3 [https://amzn.to/3ETEYk3] Buy your copy of How To Make Partner And Still Have A Life - https://amzn.to/4iLxugM [https://amzn.to/4iLxugM] Buy your copy of The Go To Expert - https://amzn.to/3HGPYlP [https://amzn.to/3HGPYlP] Buy your copy of The Financial Times Guide To Business Networking - https://amzn.to/406QPma [https://amzn.to/406QPma] Get full access to How to Make Partner at howtomakepartner.substack.com/subscribe [https://howtomakepartner.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]

How to restart your BD when you've stopped for a while

It happens to all of us. Life gets in the way. A week turns into a month. And suddenly you're not just behind on your BD activities; you're dealing with the added weight of embarrassment, procrastination, or a nagging inner voice telling you it's too late to restart. The longer you leave it, the harder it feels to begin again. In this episode, Heather gets candid about her own experience letting the podcast go quiet for a month. And the exact mindset shifts and practical steps that helped her get back on track. Because knowing why you stopped is only half the battle. What matters most is how quickly you get started again with business development. In this episode you will learn: Why embarrassment and procrastination are the two biggest blockers to restarting your business development. And how to move past both How to use your "why" as a powerful motivator to get your BD activities going again when momentum has stalled The one small, safe action you can take today to break the procrastination cycle and rebuild your business development habit Why consistency in business development, not perfection, is what builds a partner-ready practice over time If you find this episode useful, don't forget to like it and then subscribe so you don't miss another episode. What help is out there for you to progress your career in the professions? If you're thinking, "I get the theory, but I need more help actually making time for business development consistently," our Progress To Partner Academy can help you. That's precisely why we have a suite of courses in the Progress to Partner Academy to help you with this. For example, our course 'How to make time for business development' gives you a structured process for building the time management habits needed to prioritise BD, and helps you build your own Partner Track Plan so you're back in control. Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Links: Complete our FREE Partnership Readiness Assessment - https://careerprogressionreadiness.scoreapp.com [https://careerprogressionreadiness.scoreapp.com] to see where you have gaps in your own development - you'll get a personalised report with actions for what progress your career forward Connect with me on LinkedIn - https://www.linkedin.com/in/heathertownsend/ [https://www.linkedin.com/in/heathertownsend/] Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Buy your copy of Poised for Partnership - https://amzn.to/3ETEYk3 [https://amzn.to/3ETEYk3] Buy your copy of How To Make Partner And Still Have A Life - https://amzn.to/4iLxugM [https://amzn.to/4iLxugM] Buy your copy of The Go To Expert - https://amzn.to/3HGPYlP [https://amzn.to/3HGPYlP] Buy your copy of The Financial Times Guide To Business Networking - https://amzn.to/406QPma [https://amzn.to/406QPma] Get full access to How to Make Partner at howtomakepartner.substack.com/subscribe [https://howtomakepartner.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]

Inheriting a Partner’s Portfolio: Why It’s Harder Than It Looks

If a partner in your firm is retiring and you’re being lined up to take over their portfolio, it can feel like the route to partnership is clear. The clients are there. The revenue is there. All you have to do is step in. But brokers who sell books of business factor in at least 20% client attrition when a portfolio changes hands. Clients are typically within ten years of the retiring partner’s age. And the practice you inherit may already have been drifting before you arrive. In this episode, you’ll go through the six things you need to plan for. And understand why inheriting a portfolio gives you a starting point, not a Business Case. In This Episode You Will Learn: Why brokers factor in at least 20% client attrition when a book of business changes hands, and what that means for the revenue picture in your Business Case The age proximity issue: why a retiring partner’s clients may already be winding down, not growing, and how to account for this in your three-year projections The six things your Business Case must address when it is built on an inherited portfolio, from client retention through to coming out from your predecessor’s shadow Why a Business Case built entirely on someone else’s relationships is fragile, and what your partners will need to see from you independently If you find this episode useful, don’t forget to like it and then subscribe so you don’t miss another episode. What Help Is Out There For You? If you can see the challenges but aren’t sure how to build all of this into a Business Case your partners will back, our Progress To Partner Academy can help you. That’s precisely why we have the on-demand course ‘How to Create a Cast-Iron Business Case for Partner’ in the Progress to Partner Academy. It walks you through how to build a Business Case on the inheritance premise — one that addresses the risks head on and shows your partners a credible path forward. Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Links: Complete our FREE Partnership Readiness Assessment - https://careerprogressionreadiness.scoreapp.com [https://careerprogressionreadiness.scoreapp.com] to see where you have gaps in your own development - you'll get a personalised report with actions for what progress your career forward Connect with me on LinkedIn - https://www.linkedin.com/in/heathertownsend/ [https://www.linkedin.com/in/heathertownsend/] Join our Progress To Partner Academy - https://subscribe.howtomakepartner.com/progresstopartner/ [https://subscribe.howtomakepartner.com/progresstopartner/] and use the code PODCAST10 to get 10% off 12 months of premium annual membership. Buy your copy of Poised for Partnership - https://amzn.to/3ETEYk3 [https://amzn.to/3ETEYk3] Buy your copy of How To Make Partner And Still Have A Life - https://amzn.to/4iLxugM [https://amzn.to/4iLxugM] Buy your copy of The Go To Expert - https://amzn.to/3HGPYlP [https://amzn.to/3HGPYlP] Buy your copy of The Financial Times Guide To Business Networking - https://amzn.to/406QPma [https://amzn.to/406QPma] Get full access to How to Make Partner at howtomakepartner.substack.com/subscribe [https://howtomakepartner.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]