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Are Your Firm's "Incentives" Lighting A Fire for New Business Development ?

Written by Allan Colman on . Posted in Allan Colman, Attorney Marketing, Business Development, Law Firm Marketing, Marketing for Law Firms, Marketing Partners.

Are Your Firm’s “Incentives” Lighting A Fire For New Business Development ?

We often hear the following reasons from attorneys who do not want to market:

* It’s unprofessional;

* I fear the process;

* I failed once; why try again?

* I won’t cross-sell;

* We have no business development training program;

* I’m not compensated.

The easiest complaint to overcome is offering a performance plan which includes incentives for attorney marketing and business development actions. Excuse my cynicism but cash incentives often overcome inhibitors to performance. And if properly communicated during semi-annual performance evaluations, and supported by training and marketing staff, perhaps 10% of your professionals will get it and get moving.