Business Development Training for Executives and Law Firms
Helping executives to stop planning and start closing
Business development is all about results. Results begin with getting inside the “red zone”. Getting to the goal line. Results happen when you cross the goal line. It’s a skill called closing.
We’re all about closing.
Our team can help your law firm to build a firm-wide culture of closing. Stop planning. Start closing. Simply fill out the form to the right to get more information and learn how highly-skilled and experienced consultants can work with your executives to produce results.
Client Development and Retention Services
Often the best sales prospects are your current clients. How are you under serving them? What is needed to further cultivate your relationship with them?
Our team is skilled in designing and implementing client retention and growth strategies to help raise the bar. We can train your partners, executives and other team members in proven business development techniques.
Business Development Training for law firms and executives
The business development workshops and training seminars we present for clients emphasize knowing and understanding the clients’ businesses, tactics for starting, building and maintaining contacts, permission marketing recognition, closing skills, etc. Our one-on-one strategy sessions with individual clients often present further opportunities to try new approaches that work. Here are some of the best.
1. Ask your clients to co-market, co-author articles or co-present panel
sessions at their industry/professional associations. You compliment them
by asking and open multiple future contacts.
2. Ask your clients to set up a brainstorming lunch with their colleagues
at other, non competing companies and agencies. Offer to host a lunch to
help you learn what they see in the future and how you and your firm can
address the concerns.
3. Make sure if you join pro-bono, charitable and/or community organizations,
senior executives and in-house counsel serve on them. Giving to your community
while meeting prospects is a double win.
4. Even first year attorneys should be building a contact list. Start with
former law school classmates, former colleagues at other firms, and even
respected opponents. “Touch” them at least twice a year.
5. Take classes in business operations, reading financial statements, understanding
balance sheets, etc. The more you learn about structures used by clients,
the more you can solve their problems.
6. Know what their competitors are doing; your prospects do.
7. Understand the decision making process of your prospects and learn the
difference between a user-buyer and economic-buyer.
8. Maximize rejection; even if you have not been selected for an assignment,
continue to “touch” the prospect. Make them a future client.
9. Set agendas for every meeting, phone call, dinner, proposal presentation
and review with the clients before the session.
10. Learn what drives clients crazy about law firm marketing. For example,
according to one survey, they do not care where you went to law school or
how many offices your firm has. They want you to know about them.
11. Identify invisible marketing opportunities and how to use them. During
our workshops and seminars, we spend considerable time on recognizing these
and how to take advantage of them.
12. Never overlook anyone; anyone.
13. Think like a client.
For more information on our business development training services please fill out the form to the right on this page.
> Business Development for Law Firms
