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Why Isn’t Your UPS Bringing In New Business?

Why isn’t your UPS, Unique Positioning Statement, bringing in new business? Perhaps your team does not understand that a Unique Positioning Statement is much like an elevator message. What would

Is Your Marketing GPS Really Working?

Is your marketing GPS really working? Do you use tissue, or Kleenex? Do you pack a lunch in plastic storage bags or Ziplocks? See where this is going? All successful

What Do You Do With Low Hanging Fruit?

What do you do with low hanging fruit to increase law firm revenue? It certainly does not happen overnight. Clients won’t become your greatest fans if you are hit and

How Much Revenue Is Your Firm Losing?

How much revenue is your firm losing without an exit strategy for Senior Partners? Advance planning of exit strategies is critical to long term sustainable revenue. Failure to deal with

Marketing the Law Firm – New Business Development Harvest

Closers Group recently appeared in the Law Journal Newsletters. Our article “New Business Development Harvest” appeared in Sales Speak of Marketing the Law Firm.

What’s Missing In Law Firm Revenue Growth?

What’s missing in law firm revenue growth is leadership. Clarity, focus and execution start with a firm’s leadership. The key to transform sustainable revenue to productive revenue lies with the

What Are 90% of Attorneys Missing?

We were stunned to learn that 90% of attorneys are missing a major key to new business development – asking for referrals. This observation came from Marketing Directors in last

Don’t Let Business Slip Through Your Fingers

You can avoid letting new business slip through your fingers by using our powerful, highly interactive workshops and strategic business road-mapping. As a business development consultant and advisor, these work.

7 Ways to Overcome Objections

In offering proposals for new client work, we often need to overcome objections. In a recent conversation with Rick Justus, CEO of 36ixty, he outlined 7 ways to overcome negative

Will Your Dog Eat the Dog Food? – Law Firm Marketing

New and Improved? Almost every day there is an advertisement offering a service or product that is new or improved, such as Will Your Dog Eat the Dog Food? Or

Pricing Your Service – It’s Not What You Think

Pricing your service, the 2nd step in Aulet’s foundational steps for business development is Set the pricing framework. In our experience, this is another one of those efforts clients often

4 Steps to Master Closing New Business

When focusing on how to master closing new business, this post emphasizes work by Rick Justus at 36ixty.com and Bill Aulet’s “Disciplined Entrepreneurship” (Amazon, et.al.). These link directly with making

How Do You Win A Client?

Continuing this series on Aulet’s 6 themes in “Disciplined Entrepreneurship” (available at Amazon), this element focuses on how do you win a client? His client development asks you to: *

What Can You Do For Your Client? (Business Development Part 2 of 6)

The second theme focusing on new business development in Bill Aulet’s Disciplined Entrepreneurship is “What Can You Do For Your Client?” Once you have taken the first steps outlined in

Who Is Your Ideal Customer? (Business Development Part 1 of 6)

In Disciplined Entrepreneurship, Bill Aulet begins his 6 themes with Who Is Your Ideal Customer, focusing on business development. Topics covered include: Market Segmentation Selecting a Beachhead Market End User

Where Do I Find Prospects?

One of the most common questions clients ask is where do I find prospects? Simple Rules to Find Prospects There are 3 simple rules to follow when attempting to find

Why Clients Fire You – Client Retention? Part II

This is the concluding column on 10 reasons why clients fire you. Client retention is among the top priorities for building future business and receiving referrals. Last week we indicated

Why Clients Fire You

by Valerie Goodman In the Closers Group experience, lack of attention to client retention is a primary reason clients fire you. When it comes to attorney marketing and business development,

Top 5 Myths About Business Development

by Valerie Goodman To really under understand what successful business development is, one must understand what it is not. Here are our top five myths about business development. Myth #1:

What She Said – Putting Testimonials to Work

One way to establish trust in the early phases of the business development process is applying “what she said”, or, putting testimonials to work on your firm’s behalf. Many firms

Dancing With The Stars and Client Retention

Which of the four personality types are you trying to tango with? For those focused on accelerating new business and client retention, Dancing With the Stars, “Which of the four

Grow Your New Business in 5 Minutes a Day!

Guest editorial from Valerie Goodman Grow your new business development in just five minutes a day. MOST FIRMS who approach us looking for business development and sales training want fast

Harvest More New Business From Your Top Clients

Guest Blog from Valerie Goodman Harvest the Cream of the Crop Wouldn’t it be nice if you could have 80% of your entire new business income derive from 20% of

4 Secrets to Accelerating Growth

In order to practice the 4 secrets to accelerating growth, using our one-page-strategic-plan becomes key. As practice areas, offices and cross-specialties groups build this approach into their firm culture, they

Have You Been Told to Grow Your Practice? – Origination Credit

As competition for legal services increases, non-equity partners are being challenged to “grow your practice.” In more and more firms, marketing and business development efforts are being intensified and carefully