Provoking Business Development “Leaders”– Pt. I.
Provoking Business Development "Leaders" - Pt. I. There are too many articles being written about metrics for marketing and business development efforts without focusing on answers staring you in the...
View ArticleBusiness Development Leaders — Have You Been Provoked? Pt. II.
Allan Colman Business Development Accelerator, Speaker and Author - Clients average a 60% increase in new business in 6 months. Business Development Leaders - Have You Been Provoked? Pt. II. Continuing...
View ArticleProvokers Pt. III. — Can They Really “Close” New Business?
Allan Colman Business Development Accelerator, Speaker and Author - Clients average a 60% increase in new business in 6 months. Third and last in this series on questions to provoke firm leadership...
View ArticleWhy Clients Fire You – Client Retention? Part II
This is the concluding column on 10 reasons why clients fire you. Client retention is among the top priorities for building future business and receiving referrals. Last week we indicated that: Lack of...
View ArticleWhere Do I Find Prospects?
One of the most common questions clients ask is where do I find prospects? Simple Rules to Find Prospects There are 3 simple rules to follow when attempting to find prospects, critical to undertaking...
View ArticleWho Is Your Ideal Customer? (Business Development Part 1 of 6)
In Disciplined Entrepreneurship, Bill Aulet begins his 6 themes with Who Is Your Ideal Customer, focusing on business development. Topics covered include: Market Segmentation Selecting a Beachhead...
View ArticleWhat Can You Do For Your Client? (Business Development Part 2 of 6)
The second theme focusing on new business development in Bill Aulet’s Disciplined Entrepreneurship is “What Can You Do For Your Client?” Once you have taken the first steps outlined in Part I,...
View ArticleHow Do You Win A Client?
Continuing this series on Aulet’s 6 themes in “Disciplined Entrepreneurship” (available at Amazon), this element focuses on how do you win a client? His client development asks you to: * Determine the...
View Article4 Steps to Master Closing New Business
When focusing on how to master closing new business, this post emphasizes work by Rick Justus at 36ixty.com and Bill Aulet’s “Disciplined Entrepreneurship” (Amazon, et.al.). These link directly with...
View ArticlePricing Your Service – It’s Not What You Think
Pricing your service, the 2nd step in Aulet’s foundational steps for business development is Set the pricing framework. In our experience, this is another one of those efforts clients often...
View ArticleWill Your Dog Eat the Dog Food? – Law Firm Marketing
New and Improved? Almost every day there is an advertisement offering a service or product that is new or improved, such as Will Your Dog Eat the Dog Food? Or Have you tried our new combination of...
View Article7 Ways to Overcome Objections
In offering proposals for new client work, we often need to overcome objections. In a recent conversation with Rick Justus, CEO of 36ixty, he outlined 7 ways to overcome negative reactions to your...
View ArticleDon’t Let Business Slip Through Your Fingers
You can avoid letting new business slip through your fingers by using our powerful, highly interactive workshops and strategic business road-mapping. As a business development consultant and advisor,...
View ArticleWhat Are 90% of Attorneys Missing?
We were stunned to learn that 90% of attorneys are missing a major key to new business development – asking for referrals. This observation came from Marketing Directors in last year’s U.S. and Canada...
View ArticleWhat’s Missing In Law Firm Revenue Growth?
What’s missing in law firm revenue growth is leadership. Clarity, focus and execution start with a firm’s leadership. The key to transform sustainable revenue to productive revenue lies with the firm’s...
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Marketing the Law Firm – New Business Development Harvest
Closers Group recently appeared in the Law Journal Newsletters. Our article “New Business Development Harvest” appeared in Sales Speak of Marketing the Law Firm. The post Marketing the Law Firm – New...
View ArticleHow Much Revenue Is Your Firm Losing?
How much revenue is your firm losing without an exit strategy for Senior Partners? Advance planning of exit strategies is critical to long term sustainable revenue. Failure to deal with this is a...
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What Do You Do With Low Hanging Fruit?
What do you do with low hanging fruit to increase law firm revenue? It certainly does not happen overnight. Clients won’t become your greatest fans if you are hit and miss with your efforts. Keep up...
View ArticleIs Your Marketing GPS Really Working?
Is your marketing GPS really working? Do you use tissue, or Kleenex? Do you pack a lunch in plastic storage bags or Ziplocks? See where this is going? All successful law firm marketing – and I mean all...
View ArticleWhy Isn’t Your UPS Bringing In New Business?
Why isn’t your UPS, Unique Positioning Statement, bringing in new business? Perhaps your team does not understand that a Unique Positioning Statement is much like an elevator message. What would you...
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