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June 2009 Issue
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 "Turn the key on maybe tens or hundreds of thousands or more in business..." Praise for ORIGINATE!
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hat 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"!

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About this Issue: Closing the Deal

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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Featured Articles

Power Points: Quick Overview of the Articles - 6|09

Prepare for better business development with the talking points from this month's featured articles in brief.

Lead Article: Business Development Advice from the Chair of the ABA Commission on Women - Pt 3

This is the third part of a three part interview with Roberta D. Liebenberg, the Chair of the ABA Commission on Women in the Profession. Here she addresses specific issues and opportunities for women lawyers, including the advantages and disadvantages they bring to the practice of law…and what to do about those.

We've Only Just Begun: Business Development AFTER You’ve Acquired a Client

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.

The Art of Closing: Six Rules of the Game - Pt 1 of 2

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.


Best Practice Tips
Systematic Success: How to Conduct a Winning Sales Call

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.

Case in Point: What To Do When Your Own Partners Won’t Refer You

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.

Nothing Grows In Ice

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.

What If?: Making Change Work For You

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.

Briefs - 6|09

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




UPCOMING WEBINARS
Getting More Revenue from the Marketing You’re Already Doing
July 24, 2009

Darryl CrossYou'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.
 
Testimonials from Webinar Attendees
December 30, 2009
 
RESOURCES
2009 Rainmaker of the Year Awards
Entry Form
Articles, Volume 1: Complete Listing
Listen to the Voice of the Client & Prospect: What You Should Ask
Download: 10 Questions for Clients & Prospects
Silver Nuggets: Larry Bodine Business Development Tips
Podcast: Bodine Business Development Tips
Making an Association Work for You, Really Work for You: Lisa Landy, Esq.
Hear the Audiocast
It's Just Dinner: How Women Attorneys Can Handle a Big Dilemma
Article by Sharla Frost, Esq.
Elements of World Class Networking - Complete Chapter
Tech Tip: Does Your Web Site Ring In or Wring Out Prospective Clients?
Hear the Audiocast
Tech Tip: Rich Marketing Data on Clients and Industries - for Free
Hear the Audiocast
Digging into the Details: Legal Services Information Sources
How to Make Friends with Reporters and Influence the Press
Download: What the Individual Lawyer Can Do
Invitation to Join the LawMarketing ListServ
The Nine Cardinal Sins That Cause Marketing to Fail for Lawyers & Firms...and What to Do About Them
White Papers: Build Skills with These Best Practice Seminars
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For subscription or account questions, contact Laura Kresich at 773.966.9273 or Lkresich@LawMarketing.com.
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