Services

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

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

Workshops, Seminars, and Retreats

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Stop retreating without a tangible return on investment. Start advancing during half-day, full-day, and overnight programs customized to firm needs, and designed to engage, equip, and motivate lawyers to initiate business development actions.

We have designed half-day, full-day and overnight retreat programs that engage, equip, and motivate lawyers to initiate business development actions. Each program is customized to the needs of the host firm.

Two weeks prior to the firm-wide or practice group meeting, each attending lawyer is asked to complete a brief, 5-question profile that assesses marketing strengths, legal skills, and individual preferences.

This information is analyzed and presented back to the firm in an introductory plenary session. Market Analysis Profiles (MAPs) created by office, practice group, and for the overall firm reveal gaps and opportunities, leading to a discussion of how partners can collaborate to leverage their strengths.

Lawyers then attend up to 3 breakouts sessions selected from a menu of interactive presentations, including:

• How To Write a Business Development Plan
• The 10 Most Common Lawyer Marketing Mistakes
• How Clients Choose Outside Counsel
• How To Score in the Red Zone
• Writing for Results: Business Development Correspondence that Works
• Recognizing Invisible Marketing Opportunities
• How to Conduct a Client Presentation
• Networking with a Purpose
• 20 Marketing Ideas in 40 Minutes
• Where Ethics and Marketing Meet

Each of the above is modified to reflect the practice strengths and market presence of the participating lawyers. Firms can also request a client panel discussion staffed with in-house counsel from specific companies. Invitations and confirmations are handled entirely by the Closers Group and/or coordinated with the relationship partners.

Finally, a wrap-up plenary session lists the market opportunities uncovered and the next steps needed to convert them into new engagements. Participating lawyers are not only energized, but provided with a list of client opportunities that merit immediate follow up.

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.

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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