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Be A Counselor, Not An Advocate, When You’re Selling Your Services |
Lawyers can use attentive listening and probing questions to gain more clients instead of acting like used car sellers. Larry Bodine lets us in on the secret of how good rainmakers handle a selling, proposing or closing situation in the course of business development.
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How Much Time Should I Spend On Business Development? |
Rainmakers’ success often comes from working harder at it. According to Michael Cummings, you should be investing about 1 to 1.5 hours per day on business and relationship development. Here are some tips for meeting these business development thresholds and fitting activities into a crowded schedule.
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How Lawyers Can Excel In Competitions For New Business |
 These days law firms are being asked to vie for new business – especially high-value business – through a “beauty contest”. In this article by Janet Ellen Raasch, consultant Ann Lee Gibson, PhD discusses achieving a higher win-rate in high-stakes competitions for new business.
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What To Do When You Fail To Win The Business |
How should you react when you lose a big client opportunity? For hesitant business developers, a loss can feel debilitating. Instead, Michael Cummings advises, adopt the healthier attitude of rainmakers. First, extract lessons from the experience to strengthen your future business development. Then, let it go and energize the next actions you plan to take.
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Ten Tips For Unseating A Rival Law Firm |
In business development, you must realize that at some point you’re going to have to unseat a competing law firm, notes Larry Bodine. If you find that some other law firm is eating your lunch by billing time to your client, it may be time to unseat them. The good news is that there’s a high likelihood you’ll succeed.
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Determining Your Law Firm’s Marketing ROI |
You can calculate whether your marketing is paying off with a simple formula including your firm’s total revenue, your firm’s total advertising expense and your firm’s total referral fees paid last year, according to advertising expert Arnie S. Malham.
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