The Taurus Approach to Business Development
A recent Taurus horoscope asserts that “Your ability to adjust and do something very differently could mean the difference between success and failure.” Regardless of how you feel about astrology, the sentiment still holds true, especially when it comes to legal selling.
Being able to adjust and adapt is key to a firm’s success and survival. A comprehensive business development training program will recognize that attorneys have different levels of practice experience and different comfort levels when it comes to business development. For those attorneys who are newer to the firm, or for experienced attorneys with limited legal selling skills, having a viable personal client development plan is key to helping them get out and land new business.
Developing a personal client development plan takes the stress out of learning business development techniques by providing attorneys with a variety of tactics from which they can pick and choose. Depending on their personal preferences, attorneys can select business development elements that best suit their comfort level. A sample of techniques that attorneys could choose might include:
- Joining and actively participating in a professional organization
- Becoming active in a community, civic, political or charitable organization
- Involving themselves in a social or recreational program
- Giving speeches or presentations to classes, community groups, professional associations
- Writing articles for publication in industry magazines or online.
- Initiating contacts with social or business contacts met at those activities
- Identifying potential referral sources and initiating social or business contacts with them
Think of your personal client development plan like a box of chocolates—pick one that looks good to you, and dig in—then, after you’ve savored the flavor of your success, choose another one to try. Make sure business development seminars at your firm provide the direction you need to create and maintain your client development plans, and you’ll position yourself for continued success, no matter what your sun sign!
