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Learn More About Subscribing to ORIGINATE! |
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What does it take to get new clients and generate more work? Put the best ideas and advice to work for you with ORIGINATE! – the online business development newsletter for lawyers. Click "Learn More"!
§ Try Our FREE Sept. 2008 Anniversary Issue and September 2007 Issue under "Archives" above.
NEW: Complete listing of all 116 Articles from Our First Year! - CLICK HERE
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About this Issue: The Nitty Gritty |
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It’s crunch time in both the legal business and the economy at large. In this issue, we offer many basic, but powerful, ways to make a difference in your business development so you can stay ahead of the turmoil – from advice by general counsels to simple plans of action to knowing how to connect with a prospect. Sometimes it’s the little things that count. |
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Quick Start Your Personal Business Development Plan |
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Even in difficult economic times, there are opportunities galore, according to Larry Bodine, Esq. But what’s your best plan of action? Here’s a quick start plan that can fill up several hundred hours of business development time over the next year. And it’s one grounded in client relationships, your existing networks, and face-to-face meetings. |
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The PR Multiplier: Five Ways to Keep a Good Flow through your Sales Pipeline |
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Second Stage of the 12 Step Pipeline: In his ongoing series about managing your sales pipeline, Andy Havens turns to the power of Public Relations to build awareness. Here are five good ways you can multiply the value you gain, mainly through knowing how the media work and improving relationships with them. |
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Why Thelen Failed – And How You Can Avoid the Same |
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Are you doomed to fail in the current economic climate? Barry Schneider looks at some underlying causes of the Thelen Reid collapse in the words of one insider, observing why these can be so damaging, and proposes what you can do individually and within your firm to avoid the worst. |
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What Do I Say To A Prospective Client To Win Their Business? |
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Many attorneys are stumped with they come face to face with a major prospective client at an event. You want to get them as a client, but you don’t want to act like an unprofessional self-promoting salesperson. What to do? Michael Cummings insists that you can’t talk a prospect into hiring you, Instead, he shows, success comes not from what you have to say, but whether you uncover from the prospect how you can be of value to them. |
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Overcoming Business Development Obstacles – What Other Lawyers Say |
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 In response to a question by a subscriber to Originate!, Larry Bodine notes four obstacles that other lawyers said are their biggest ones in business development, from challenges within a client situation to difficulties making time for it. Here is how those lawyers think they can best those obstacles.
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Musical Chairs: How You Can Stay in the Game in a Shrinking Market |
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 Half your clients are planning to cull the number of lawyers they use in the coming year, and legal departments are moving lots of work internally. How do you keep from losing out under these conditions? Darryl Cross shows five ways you can stay in the game by nurturing your important relationships.
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Market Watch: 4,936 Reasons to Seize the Hottest Practice: Personal Bankruptcies |
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New statistics show that consumer bankruptcies have become a red-hot area to find new clients, at a level nearing the peak in 2005. Each business day in October, 2008 there were 4,936 bankruptcies filed. That’s a lot of reasons to add this work to your practice, says Larry Bodine, and here are the best ways to bring it in. |
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Recent research, according to Martha Cusick Eddy, shows that only 25 percent of general counsel rated their relationships with their lawyers as an “A.”
