Accessing Your Business Development Arsenal: The Business Development Consultant’s Role
Working with a business development consultant on an ongoing basis can help your firm stockpile an arsenal of tactics and tools for increasing its sales. However, when it comes to kick-starting the law sales process, we have found that business development seminars are extremely effective at helping lawyers make the connection between tools and tactics, and learning how to use both to gain confidence, build relationships, and bring in new business.
Seminars led by the Closers Group have both a broad and narrow focus.
Our broad approach focuses on:
- Analysis of what “understanding the client/prospect” really means
- Strategies for how to initiate and grow relationships
- Helping attorneys deal with rejection – and put it to good use in the future
- The importance of providing substantive value in the law selling process – providing insights and strategy suggestions regardless of being retained for services
- Closing skills and actually asking prospects of clients for their work
Our more narrow approach focuses on:
- Identifying concrete business development tasks that can be evaluated and improved
- Refining talking points, cold call scenarios, and elevator speeches
- Evaluating current legal, industry, and community association events to determine whether the potential contacts justify presenting or attending
- Preparing to follow up with audience members after a presentation
- Determining whether publications are worth writing for
Whether you need general support as you access your business development arsenal, or lawyers at your firm need more targeted support putting specific tools to work, the Closers Group offers seminars and workshops to meet your needs and ensure that your firm starts advancing and closing in on more sales.
