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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: Closing the Deal |
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This issue explores the moment of truth in business development, the selling situation, where you close the deal with a prospect so you can open the file on them. Not only can the roadmaps here guide you in gaining new clients, but we find they can work for you in continuing to serve current clients and gain referrals from your colleagues. Gain know-how and gain control to make your closings a lot easier. |
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We've Only Just Begun: Business Development AFTER You’ve Acquired a Client |
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 Seventh Stage of the 12 Step Pipeline: In this stage of managing your sales pipeline, your work to get the new client doesn’t stop. Now you want to keep that client and build up the matters you do for them. It’s more than a matter of economics, but good service. Andy Havens explains how it can work for you as well as the client and ways to make it happen.
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The Art of Closing: Six Rules of the Game - Pt 1 of 2 |
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 Ask for the business. Get closure. Deal with obstacles. In a selling situation, there’s a lot to think about. But maybe you’re thinking too much, and not building up your instincts. Here two attorneys Kevin Chern, Esq. and Damon Cheronis, Esq. explain six powerful business development rules about making the sale, and how you can tone your reflexes. Part 1 of 2.
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Systematic Success: How to Conduct a Winning Sales Call |
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 Suppose that you were representing a client with a potential million dollar judgment. Would you just show up in court and wing it? Unfortunately, laments Michael Cummings, that’s what so many attorneys do when a big new piece of business is on the line. Here he presents a systematic quality control process for preparing and conducting your next sales call.
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Case in Point: What To Do When Your Own Partners Won’t Refer You |
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 Current research shows that major companies are firing 20% of the core law firms they are using, and that failure to cross-sell could put your firm in the loss column. Larry Bodine, Esq. advocates an analytic approach to get things and explains how to overcome a common obstacle in doing so.
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Nothing Grows In Ice |
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 Business development turns out to be rocket science after all, observes Thom Singer. Creativity wins the day in personal marketing, not just in science, engineering and art. If you want to be more than just “average” in your practice, you need to un-freeze your brain and ignite possibilities. Here are some ways to light your fire.
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What If?: Making Change Work For You |
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 Change is frequently looked upon as disruptive or unwelcome, but it’s the key element lawyers often don’t embrace when they need to. Darryl Cross proposes some slight shifts you can make, some unthreatening “What Ifs” that can make a big difference for you and your clients.
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Briefs - 6|09 |
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 This Month in Briefs: The Tide Turning? Market Moves || Behave Like an Owner: Bring in the Business || Wolf Pack || Marketing a Bankruptcy Practice || Giving Clients What They Really Need
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You've seen him speak at Lex Mundi and TerraLex: Darryl Cross knows which tactics generate revenue and which don't. He joins business development experts Larry Bodine and Michael G. Cummings to share experiences and insights about getting more revenue out of the marketing you're already doing.