Seminars and Workshops
Contact us to book or customize any of the following seminars and workshops for your office or at your next firm retreat.
Where Ethics and Marketing Meet (50 minutes)
- Definitions
- Basic Marketing Tactics and the Rules
- The Lawyer Selection Process
- What It Takes To Get Selected
- Understanding Your Target
- What Pressures Clients Face
- Creating Your Plan of Attack
- Quotes From America’s Leading Law Firm Rainmakers
- Invisible Marketing Tools
- Asking For Business
Partner Business Generation (3-4 hours)
- Business Generation Process
- Expanding Relationships
- The Firm's Business Development Culture
- Combining Individual Brand with Firm's Brand
- Refining Partner Tactics
- Corporate Decision Making
- Giving and Receiving Client Information
- Vocabulary
- Customized target, Pursuit and Tracking Plan
Invisible Marketing (50-90 minutes)
- Surprising Sources for New Business
- Value of Meetings
- What Clients Really Want
- Don't Talk to Your Partners
- Opportunities from Rejection
- The 60/40 Bonus
- Offering One-More-Thing
12 Essentials to Generating Business Now (50-60 minutes)
- Target, Organize, Pursue and Close
- "Tormentor" Rule
- Go/No Go Decision Making
- Enhancing Strong Links with Marketing
- Getting More for Your Dollar
- Celebrating Wins and Wins
- Business Generation Vocabulary
Closing in the "Red Zone" (60-90 minutes)
From the Minds of General Councel
- What They Say About Selecting Firms
- Marketing to Them
- Hidden Decision Making
- Relationships and Retention
- Personal Concerns: What they want and how to approach them
- Closing Argument Approach
- Reporting-in (Major Major Major)
- Strategy
- In-Competition
- Questioning
- Updating
- Sharing Their Plan: Get 'em talking
- SPIN System
- Their Needs, Not Yours
Box of Chocolates (60-90 minutes)
Building on Basic Tactics for Business Development
- The Difficulty of Saying Hello: Contact Approaches
- Lemonade Stand: Contacting Options
- What Keeps 'em Up at Night? Identifying and Applying Client Needs
- Golf, Tennis and the Thrill of Victory: Meetings and Presentations
- The Now - Building on Our Culture
- Vocabulary for Business Generation
- Focus on Closing - Setting a Pursuit Plan
