Tag Archives: Legal Business Development

You’re Not Selling Phones! Business Development Planning – Part 4 | Creating Visibility

It creeps into consciousness sometime in mid-to-late September. By mid-November, partners in firms everywhere are feeling either personal or institutional pressure (or both) to come up with a business development plan for the coming year. If you’re in the midst of this planning, you’ve happened onto the fourth installment in a series on building a … Continue Reading

For Everyone Beginning To Work On A Business Development Plan For 2019

Over the next two-and-a-half months or so you may be among the lawyers, accountants, consultants and other professional service providers taking a long hard look at your marketing, business development and sales initiatives. The dye for 2018 is pretty much cast. Time to focus on market movement, emerging trends, lessons learned, and begin the work … Continue Reading

The Four Keys To Acquiring Quality Leads

Most professional service providers would welcome a more consistent and robust flow of quality leads. Scratch that. When it comes to business development and sales, virtually every professional service provider I know is searching for a way to connect with potential new clients. So much so that this is the promise of marketing strategies, the siren song … Continue Reading

“I Don’t Get The CMO Thing”: 5 Ideas To Change The Conversation That Dooms Marketing Leadership From Day 1

The year was 2009. The law firm managing partner was confessing. Not in a contrite or inquisitive manner. The tone was incredulous. He didn’t get it; and he seemed to politely resent the idea that he should invest any time or energy discussing it. Ironically, he was elbows deep in the process of interviewing for … Continue Reading

If Your BizDev Plan Doesn’t Specify Targets, Don’t Expect Great ROI

Two things are often true of professional service providers wrestling with how to build a practice, and we discuss both frequently: an anemic network — which translates to a severe shortage of connections that can either hire you, or refer and introduce you to the folks in a position to do the hiring; and, the absence … Continue Reading

How To Deliver Value To Your Network — Even In Uncertain Times

I was struck by the idea shared by David Ackert on his blog last week, and I highly recommend you check it out if you haven’t already. We spend considerable time and space exploring tactics for effective business development, and frequently note that — when it comes to professional service practice development — relationship is the name … Continue Reading

Two Essential Elements of Business Development Success

We’ve said it before — business development will never be mistaken for rocket science. It isn’t even Algebra I…unless you employ the most basic of formulas — Success = X + Y. But this isn’t to suggest it is easy. Strategic business development requires a combination of factors: focus; tasks and activities that are difficult … Continue Reading

My Market Used To Come To Me!

“Describe your ideal target client,” I asked. After shooting me a look that said that is the dumbest question I’ve ever heard, the law firm partner said, “My ideal client is the next person that walks into my office or calls me on the phone in need of a lawyer.” Translation: “My market comes to me.” … Continue Reading

Hoping The Market Will Knock On Your Door in the Coming Year?

If you find yourself wondering where work will come from in 2017, two things may be true about your marketing and business development efforts. Your professional network needs some attention; and you have a shortage of strategic targets. Many have been led to believe that a quality work product combined with excellent client service will … Continue Reading

Ready To Face The Reality of Business Development?

In spite of mounds of evidence to the contrary, when it comes to marketing, business development and sales we can’t help ourselves. We cling to the hope of a viral happending that will change everything in an “unexpected” instant. Others have pulled it off. Why not us? The luck-of-the-draw . . . the right set of numbers. … Continue Reading

Four Guiding Principles If You Believe Business Development Is About Building Relationships

For a moment let’s say we really believe the notion that relationship is the key when it comes to business development for professional service providers. What do we do with that? How do you build the kind of relational equity that is at the heart of a stable practice? Warning. If you’re hoping for a silver … Continue Reading

5 Things Rainmakers Do That Put Them In The Right Place At The Right Time

Successful business developers seem to have an uncanny knack of being in the right place at the right time; but when it comes to consistently making it rain, this is rarely happenstance. In fact, the epitome of strategic business development and marketing is increasingly about executing a plan that connects with those most likely to buy … Continue Reading

Business Development Lessons En Route To The Legal Marketing Conference — Courtesy of George the Taxi Driver

Confession: I often forget how much I can learn if I simply shut up, and observe (intentional listening). The marketing acumen of George is an example. A group was huddled in front of the LexBlog booth at the Legal Marketing Association Annual Conference. Two or three friends were stumbling over each other, enthusiastically spreading the … Continue Reading

Five Keys to the Role of Marketing and Business Development in Today’s Law Firm

When marketing first inched its way into the legal industry, the mere announcement of capabilities seemed to serve a firm’s needs. As competition increased, the function evolved to include advertising, public relations, the new media, and the support and tools associated with a business development capability. As we deal with what seems to be constant, … Continue Reading
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