Are You Using Invisible Marketing?
Is your law firm business development effort using invisible marketing as a tool for new business development? For example, if you ask a client or prospect to review an article you are writing, it’s a...
View ArticleClient Retention — What Should You Ask Your Clients?
In the last post, we began the discussion of Client Retention by asking what should you ask your clients? This is an important part of building client relationships and new business development....
View ArticleBusiness Development Pros — Have You Ever Watched the View?
When meeting with business development professionals and their attorneys, we often ask “have you ever watched the View?’ Whether the guest is a celebrity or politician or a fashion designer, the hosts...
View ArticleThere is No Such Thing As a Making a Cold Call
There is no such thing as a making a cold call in active business development. The resistance that some professionals have to business development isn’t unlike the distaste for wintery weather...
View ArticleHow to Use “Mind Mapping” in Business Development
In order to successfully increase new business, clients need to learn how to use “mind mapping” in law firm business development. I often find gems like this when checking in with Jay Abraham from time...
View ArticleHow Do You Meet Marketing Challenges?
We are often asked “how do you meet marketing challenges?” Or a client asks about the likelihood of success for various sales (yes sales) approaches. The simplest answer is WORK WORK WORK. But rather...
View ArticleCombat Coaching?
At the Closers Group, we often talk about how “combat coaching” fits in with our CLOSING ZONE approach to business development. We focus on the importance of having your strategies and tactics...
View ArticleLegal Services Competition
As legal services competition intensifies, and client budgets fight to stay stable, doesn’t it make sense to look within your organization and build on what you have? The cost is low and the effort can...
View ArticleDo You Know What Does Not Work in Business Development?
In our workshops and seminars, we are often asked “Do you know what does not work in business development?’ Collecting quotes from successful marketing and business development professionals, found on...
View ArticleWhat Did Not Work in Business Development II.
Continuing our previous post on “What Did Not Work in Business Development”, we hear more comments from in-house counsel: 7. Go to a prospect/client presentation and not getting names of all attendees;...
View ArticleWhat DOES WORK in the Business Development Closing Zone
What does work in the business development closing zone is a followup to our last 2 columns, what does not work in business development. We have taken a collection of quotes from successful business...
View ArticleYou Won’t See This on WikiLeaks –“Emails Don’t End in Handshakes
British Airways got a real boost from this marketing and business development ad, “Emails Don’t End in Handshakes.” It today’s highly competitive market for professional services, one-way electronic...
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A Business Development Puzzle – Win a Prize
Do you know the 9 pieces of a Business Development Puzzle? With each post, you will see one more critical tactic we emphasize for long term revenue growth and sustainability. For anyone who guesses 5...
View Article2nd Piece of the Business Development Puzzle
The 2nd piece of the business development puzzle is “teach advanced tactics and process strategy, not theory. According to Chet Holmes in his Business Breakthroughs program, closing is one of the last...
View ArticleDo You Know the Next Piece of the Business Development Puzzle?
As business development consultants, in our business development round tables we are often asked “what is the next step?” or do you know the next piece of the business development puzzle. In previous...
View ArticleDriving Performance: The Next Piece of the Business Development Puzzle
Driving performance is the next piece of our business development puzzle. Sure, today’s market place is about as challenging as any market on earth. But here is a reason why some of us continue to slug...
View ArticleWhere Does Client Trust Fit in the Business Development Puzzle?
Client trust is perhaps the greatest element in business development. Or to put it another way, why should they buy from you? Although you may be selling the most sophisticated service, your audience...
View ArticleYour Invitation to the 2017 Law Firm Outlook Survey
We are conducting our 2017 Law Firm Outlook Survey. It is a brief survey to learn more about the key issues facing law firms as we head into the new year. We’ll collect responses and share the...
View ArticleWe’ve Sweetened the Offer – Take our 2017 Law Firm Outlook Survey
STEAKS OR PIE? We want to sweeten our offer for helping us with our 2017 Law Firm Outlook Survey. We’re conducting a brief survey to learn morfe about the key issues facing law firms in 2017. Anyone...
View ArticleWhere’s the Beef? 2017 Law Firm Outlook
Hearing from attorneys and marketing professionals in response to the 2017 Law Firm Outlook Survey, “getting attorneys out on the business development trail” says it best. Significant concern was...
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