Services

• Market Awareness Profile
• Rapid Assessment
• Interim Marketing Support
• Workshops, Seminars & Retreats
• Marketing Materials

• Business Development Training
• Online Law Firm Marketing
• Future Leaders Academy
• Lateral Integration
• Recommended Tactics

Workshops, Seminars, and Retreats

Make your firm's next retreat or event the most useful, strategic, and engaging one ever.

The Great Burger Wars

This highly interactive case study exercise puts you right in the middle of a “pitch” to the Hunk Burger restaurant chain in a significant dispute with a competitor. It will enhance your abilities to improve how your lawyers attract, build, and expand client relationships regardless of industry or the nature of the legal work.

Developed for ALM’s New Partner Forum, each participant is assigned to 1 of 4 law firms competing for the same prize engagement. Twists and turns abound as the firms work through:

1. Organizing the team;
2. Addressing the "real" issue;
3. Developing the "core" Strategic Recommendation;
4. Validating the "core" Strategic Recommendation;
5. Developing the business case presentation;
6. Delivering the presentation.

Finally, the climactic moment as the firms pitch to Hunk Burger’s GC, CEO, and Board Chair. Win business in the Great Burger Wars – and increase your value to your law firm.

This 90 minute program is designed to place attorneys and their marketing professionals in the middle of the hunt. For those who support pitches and proposals, they will experience the pressures and opportunities that rainmakers face. Where marketers might only have had peripheral involvement or no inclusion in face-to-face business development, this exercise will broaden their appreciation for and understanding of the preparation, presentation, post mortem and follow up steps needed to succeed. Senior firm members will be asked to take roles as GC, Board Chair and CEO.

[Because of the time required and the intensity involved, this workshop is best suited for annual or ½ day meetings.]

CLOSING IN ON THE RED ZONECLE Available

Lawyers are the Missing Link in Business Development

We have designed this program as an overview of the business development action tools lawyers need and how they can apply them to move practice groups, industry teams and firm offices and groups of lawyers. Tracking action and producing measurable results become your focus and enables you to build the confidence of firm management.
(CLE Available)

• First, we define the RED ZONE and who and what are missing
• The 4 Steps in Business Development are then identified
• The how and why of building a "business partnership"
• "Getting 'em out there!"
• Useless Business Development Plans and what really works
• "The Takeaway!" Getting into the RED ZONE

[50 minutes to 4 hours for firm wide, practice group meetings]

DEATH OF A SALESMANEthics CLE Available

Ethical Concerns and Legal Marketing

In the midst of these difficult economic times, lawyers must learn to market themselves more effectively and to expand their practice areas without exposing themselves to unnecessary risk. We use the top ten list of reasons attorneys do not want to market themselves to dispel the usual concerns about marketing and demonstrate how attorneys can promote themselves while at the same time respecting the limits placed on them by the Rules of Professional Conduct.
(Ethics CLE Available)

• Definitions, Ethics & Cautions
• Competence/Scope/Fees
• Solicitation, Advertising & Referrals
• The Lawyer Selection Process
• Understanding Your Target
• What Pressures Clients Face
• Asking for Business in the RED ZONE.

[50 minutes]

CLOSING BY THE NUMBERSApply for CLE

If you want to know what is really new in the legal profession, look to the concerted efforts of the shrewder firms and their advisors as they identify and develop new business. They are using skill-sets focusing on the fine art of closing. And the more the more the profession consolidates, the more crucial these tactics become. The more sophisticated law firms become in terms of marketing, the more intently do successful firms focus on closing.

The Closers Group Survey of law firm attorneys and marketing professionals found that “closing skills” was the most often cited as missing from the most valuable services provided by business development consultants. If you are going to “get ‘em out there,” closing must be taught and practiced.

All strategies demand tactics. If closing is truly a fine art, then the tactics needed to cross the goal line are multifarious, informed b the marketing resources and sales maneuvers that have gone before. Whole careers are spent mastering these final decisive steps. This presentation offers just a sample of the best practices for Closing Skills.
(CLE may be applied for)

[50 minutes]

Inquire about
CLE
Eligibility

Many of the Closers Group's Real World Tactical Workshops & Seminars for Marketing Leadership may also be available!

If clients ask why they should hire you, inquire as to the availability of the following seminar topics, which have been equipping law firms with responses and uncovering additional business development and legal sales opportunities.

Especially in today’s economy, firms can ill afford wasted effort and unfocused dialogue between the marketing professionals and their “clients.” Using the football analogy, the RED ZONE is the last 20 yards before scoring. In the law firm marketing context, it is the area where lawyers are most often missing. Getting them out there and supporting their action is what this seminar provides.

It is designed to present to marketers the Business Development action tools their lawyers need and how they can apply them to move their practice groups, industry teams and firm offices and groups of lawyers into active, successful and measurable revenue generating positions utilizing:

• prospecting for clients
• cross selling and internal marketing
• strategic action programming
• social media
• coaching and advising
• closing and client retention.

It will be lively, educational and interactive.

Build Your Book of Business

You will concentrate here on working in the Red Zone. You will learn to build and adjust each action program, build and identify the specific skills and approaches for each opportunity, build client relationships that lead to work, and measure results - all are refined into ongoing identification, pursuit and closing of new and expanded engagements.

Making it Rain

The primary focus is on the potential client. You will learn how the lawyer selection process works, the pressures on and needs of the client, how inside counsel view outside counsel, and what are successful tactics for contacting prospects.

Force Multipliers of Business Development

This advanced session deals with meetings and presentations. You will learn about managing the meeting, having a plan of attack, crafting your marketing theme, recognizing invisible marketing opportunities, and enhancing links with the marketing department.

Where Ethics and Marketing Meet

Beginning with the rules and tactics of marketing as a law firm while staying out of hot water, you will then discover how to get into your potential clients shoes and understand the lawyer selection process, the target, developing your plan of attack, the pressures clients face, and getting selected.

Partner Business Generation

Expand your relationships and build a culture of business development through the business generation and corporate decision making processes. Uncover the secret to combining your individual brand and the firm's brand without compromising your individual brand and unique competitive edge. End with a discussion on customizing a Target, Pursuit, and Tracking Program.

Invisible Marketing

In minutes you will be jotting down ideas and surprising sources for new business. Many of the best business development opportunities can come from uncovering value in meetings by pursuing what your clients really want. Learn how sales that went to your competitors may not be the end of the line for the firm through our opportunities from rejection segment.

12 Essentials to Generating Business Now

Target, organize, pursue, and close faster than you ever have before. The Closers Group's "Tormentor" Rule and Go/No Go Decision Making segments will have your business development efforts better focused on activities that have the highest return for your firm. And while you are speeding up your business generation timeline, segments on enhancing strong links with marketing and getting more for your dollar will teach you to keep your business development lean.

Closing in the "Red Zone"
From the Minds of General Counsel

Get inside the minds of the legal decision makers of your potential clients. Hear what they say about selecting outside counsel, how you should market to them, and even how to approach them. Find out the greatest touchpoint when dealing with General Counsel, and get them talking to share their plan because acquiring work is about their needs, not yours.

Box of Chocolates
Building on Basic Tactics for Business Development

Business development is not rocket science. Unwrap the myths of business generation and demystify contact approaches and options. Then, identify client needs by asking, "What keeps 'em up at night?" And prepare for meetings and presentations leading to the all important focus on setting a pursuit program and closing the sale.

For a discussion of specific services, completion timelines, professional fees and performance measurements, please contact us at:

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