The Lawyer S Field Guide To Effective Business Development
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The Lawyer s Field Guide to Effective Business Development
Author | : William J. Flannery |
Publsiher | : American Bar Association |
Total Pages | : 170 |
Release | : 2007 |
Genre | : Business & Economics |
ISBN | : 159031736X |
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This is a practical business development and sales skills handbook that helps lawyers obtain additional business for their firms. Author Bill Flannery, a recognized leader and true pioneer in legal business development, helps lawyers identify the skills needed to increase client loyalty, increase business from loyal clients, and become the client's trusted advisor. For beginners, the field guide provides practical advice on how to develop basic skills and build confidence. Intermediate-level business developers will benefit from self-assessment tools that provide clear insight into what they are doing well and what they need to do differently, with specific tools and resources that will help them improve. Advanced-level business developers will benefit from advice about sophisticated techniques not currently available elsewhere in published materials geared to the legal profession.
The 2009 Solo and Small Firm Legal Technology Guide
Author | : Sharon D. Nelson,John W. Simek,Michael C. Maschke |
Publsiher | : American Bar Association |
Total Pages | : 236 |
Release | : 2009 |
Genre | : Law |
ISBN | : 1604423218 |
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How Good Lawyers Survive Bad Times
Author | : Sharon D. Nelson,James A. Calloway,Ross L. Kodner |
Publsiher | : American Bar Association |
Total Pages | : 240 |
Release | : 2009 |
Genre | : Law |
ISBN | : 1604425733 |
Download How Good Lawyers Survive Bad Times Book in PDF, Epub and Kindle
The weak economy and large number of firm layoffs have resulted in a flood of potential new solo and small firm lawyers starting their own practices in the wake of the exodus from BigLaw. Small practice lawyers, well seasoned or just starting out, can gain immeasurably by just applying even a few of the myriad tips within this book.
Business Development for Lawyers
Author | : Sally J. Schmidt |
Publsiher | : ALM Publishing |
Total Pages | : 324 |
Release | : 2006 |
Genre | : Law |
ISBN | : 1588521362 |
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Whether you’re launching a practice or trying to expand your book of business, this new guide gives you the help you seek. From developing a reputation to developing relationships, from retaining existing clients to generating new business, Business Development for Lawyers: Strategies for Getting and Keeping Clients examines all the available techniques, providing you with the expert insights and practical tips you need to make them work for you. You’ll learn how to write for publications, make effective presentations, network, handle the media, get results from participating in conferences and social events, follow up with contacts, build relationships with referral sources, close the deal with prospective clients, and more. This new book from a leading law firm marketer and consultant is an excellent starting point for anyone developing a personal marketing plan or for the lawyer who wants to improve personal marketing and business development skills
The Lawyers Guide to Concordance
Author | : Liz M. Weiman |
Publsiher | : American Bar Association |
Total Pages | : 244 |
Release | : 2008 |
Genre | : Computers |
ISBN | : STANFORD:36105064262277 |
Download The Lawyers Guide to Concordance Book in PDF, Epub and Kindle
In this age, when trial outcomes depend on the organization of electronic data discovery, The Lawyer's Guide to Concordance reveals how attorneys and staff can make Concordance the most powerful tool in their litigation arsenal. Individuals who are new to Concordance can get up-to-speed quickly, by following its step-by-step instructions, exercises, and time-saving shortcuts. For those already working with Concordance, this comprehensive resource provides methods, strategies, and technical information.
Business Development
Author | : Stephen Revell |
Publsiher | : Unknown |
Total Pages | : 339 |
Release | : 2020-04-20 |
Genre | : Law |
ISBN | : 1787423344 |
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In an increasingly competitive landscape and with challenges from disrupters, the Big 4 and technology, business development has a pivotal role in a law firms' strategic success and their ability to stand out from the crowd. The second edition of Business Development: A Practical Handbook for Lawyers, edited by Stephen Revell from Freshfields, revisits the theory, tools and skills needed to implement effective business development in law firms today. Content covers the practical elements - such as what the perfect pitch looks like - as well as the strategic elements, including the variety of structures and approaches to business development at law firms of all sizes. New chapters focus on technology and digital presence, as well as key client relationship management and the importance of emotional intelligence in successful business development and client retention. Listening to clients is also a key factor in business development, but how often do we really do so? In this edition, client interviews remain an important feature, and we also hear from 10 new General Counsels on what successful business development looks like to them. Business Development: A Practical Handbook for Lawyers is a one stop-shop on business development for law firms, marketing teams and lawyers in private practice. It will also be of interest to in-house lawyers, academics and other professional services providers.
The Law Firm Associate s Guide to Personal Marketing and Selling Skills
Author | : Catherine Alman MacDonagh,Beth Marie Cuzzone |
Publsiher | : American Bar Association |
Total Pages | : 150 |
Release | : 2007 |
Genre | : Business & Economics |
ISBN | : 1590318307 |
Download The Law Firm Associate s Guide to Personal Marketing and Selling Skills Book in PDF, Epub and Kindle
This first volume in the Law Firm Associates Development Series focuses on personal marketing and sales skills, and will cover these topics: building a practice; how to create a personal marketing plan; how to find people within a target market; how to prepare for a prospective client meeting; strategies when meeting with clients; how to ask for business; how to use the end of a matter as a marketing opportunity; how to retain clients; and how to effectively network inside and outside the firm. Both authors currently work as Directors of Business Development in law firms where their responsibilities include extensive in-house coaching and training of attorneys at all levels. In this guidebook, they share their best advice and instruction compiled from their own experience as well as from that of many industry thought leaders.
The CustomerCentric Selling Field Guide to Prospecting and Business Development Techniques Tools and Exercises to Win More Business
Author | : Gary Walker |
Publsiher | : McGraw Hill Professional |
Total Pages | : 224 |
Release | : 2013-04-19 |
Genre | : Business & Economics |
ISBN | : 9780071808064 |
Download The CustomerCentric Selling Field Guide to Prospecting and Business Development Techniques Tools and Exercises to Win More Business Book in PDF, Epub and Kindle
The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers: The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the "point of need" Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.