The New York Giants: Closing Business in the Red Zone
After several weeks of sloppy play that was anything but productive, the New York Giants weren’t taking anything for granted – even going into a game against the Washington Redskins. Their coach practiced fundamentals all week, the offensive game plan focused on bringing out the team’s powerful running game, and the defense worked to pick the Redskins’ line apart.
By getting back to basics and assuring their strengths, the Giants had a decisive victory over an NFC East rival. This same sort of concentration should be practiced in law firm marketing.
Don’t add new methods of prospecting to legal sales until individual attorneys have achieved success with the tactics that work for them. Brainstorming with a business development consultant can ensure that tactics for pushing experienced lawyers toward client retention take advantage of the skills those lawyers already have. These sessions will also ensure that needs, opportunities, and challenges are identified before designing a game plan to win more business from current or recent clients. The best game plan will recognize “blocks” that may come – the economy, competitors, pressure from the “C” suite, etc. – so that you can plan for them, prepare to overcome them, and make the best approach.
Up until the recent Monday-night matchup, Washington had the best NFL record for preventing touchdowns in the Red Zone but they couldn’t stop the Giants. By preparing your playbook for contact, pursuit, and closing skills, practicing your strengths, and designing your plays to overcome business development challenges when you’re “in the Zone,” you’ll be posed for similar success.
