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Webinars
Welcome to the webinars page
How Does an Associate Build the Business Development Skills You Need to Succeed?
- Are you building the marketing and selling skills you need to succeed in today’s legal profession?
- Are you putting in place the network of business relationships you need to grow a thriving practice in the years ahead?
- How are you helping to bring in new work for your firm?
- Are you putting yourself in position to make partner based on your business development promise?
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But how do you build these skills? You didn't get them in school. What should you be doing as an associate or senior associate to prepare yourself to grow your own practice? What should you be doing today to stand out? What should you be doing now to position yourself for future promotions and success? Don’t be unprepared. Without a plan for becoming a rainmaker and commitment to building your skills, it won't happen.
Building your practice will be your responsibility...not the firm's or its partners. There are no magic bullets like advertising or public relations. Instead, learn the practical, proven and enduring lessons of the best business generators — regardless of their profession. Tools and technology can't take the place of being a true entrepreneur. Put your success under your own control. Sadly, many young attorneys believe they can "wait" to build these skills until they become a partner. Our strong advice is to build these skills NOW — so that you start bringing in business while an associate and position yourself to be a RAINMAKING partner for long term success. |
Topics Include:
• Rules for networking success and mistakes to avoid
• Proven techniques of network-building
• Presenting yourself: Your 30-second “Elevator Speech”
• Inventorying and auditing your network
• Social networking and the myth of individualism
• Establishing, maintaining and nurturing your contacts
• Tips for creating high quality leads
Who can benefit from this recording:
• Associates looking to develop the right skills for business development and begin now to develop a book of business.
• All Professionals who want to understand and apply the best practices of network building.
• Marketing Directors looking for ways to support their associates attorneys.This session is designed to be direct and to-the-point, giving listeners an abundance of proven, practical ideas and suggestions for making career breakthroughs in 2007
- even if you're not a natural.
You will learn the 10 Simple Rules of Building Your Professional Network:
Rule 1: How to See The World Through The Eyes Of Your Client
Rule 2: You Are In The Relationship Business
Rule 3: How to Market & Sell As If You Were A Business Doctor
Rule 4: You Are An Entrepreneur & Not An Attorney
Rule 5: Focus On Your Ideal Relationships
Rule 6: Develop Your 30 Second Commercial
Rule 7: Seeking Introductions and Not Referrals
Rule 8: How to Turn Your Clients or Contacts Into Your Sales Force
Rule 9: Seeking Allies, Not Referral Sources
Rule 10: How to Network With A Purpose
Gain the insights and examples you need to build your value in the marketplace and in your firm.
About the Experts:
Larry Bodine is an industry leading advisor in the marketing of professional services, with extensive experience in the legal profession, and a prolific author. He is the director of The Law Marketing Portal, the number one web destination for business development articles, resources and tools in the marketing of legal services.
Since 2000 Larry has also been a strategic marketing consultant. He advises professional firms and businesses across the country on marketing strategy, individual sales plans and Web sites. Typical assignments include developing a firmwide marketing strategy, meeting with partners to compose individual marketing plans and using technology to market a law firm.
He is the former Director of Communications of Sidley, Austin Brown & Wood, where he served for eight years. He also has 15 years' experience as a journalist, serving as Editor and Publisher of the American Bar Association Journal, the National Law Journal, Lawyers Alert (renamed Lawyers Weekly) and other news publications.
Larry practiced law in Madison, Wisconsin and is a cum laude graduate of both Seton Hall University (J.D., 1981) and Amherst College (B.A., 1972).
Michael G. Cummings is the managing principal of SAGE PDI, Inc. (SAGE Professional/SAGE Law Marketing), based in St. Charles, IL. He has been a marketing strategy and business development consultant for over 20 years. Michael is co-author of a new book (2004) with Allan Boress – The Best Practices of Legal Marketing.
Prior to establishing SAGE, Michael was a partner at Mercer Management Consulting - a leading business design consulting firm. At Mercer, he was responsible for new business development, managing client relationships and delivering business design engagements in the communications, information and industrial industries
He was an account leader of Mercer’s top account: IBM. Using his account planning, relationship management and selling skills, Michael helped Mercer to create over 300 senior executive relationships and a sustained base of business. He also led account teams aimed at expanding relationships with Motorola, Siemens and NCR.
Early in his career, Michael was a member of the team that established the marketing function at Andersen Worldwide (Arthur Andersen & Accenture).
You will learn effective skills and proven methods to start bringing in business and form the foundation of a successful career...in this Best Practices web seminar recording.
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