Author: Allan Colman

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Client Retention – 3 Reasons Why Clients Leave

Understanding why clients leave is critical to knowing how to retain clients. According to Jay Abraham in his book “Getting Everything You Can from Everything You’ve Got”, there are 3

3 Laws of Client Retention

Our newest business development workshop is on keeping your clients. Entitled 3 LAWS OF CLIENT RETENTION, we identify what drives clients crazy and how to apply the 3 rules to

GREAT MARKETING BOOKS

In one of the LinkedIn groups, there has been a lively discussion of recommendations for “great marketing books” for new marketeers. But while they all address marketing, there is nothing

Win and Keep New Business – Webinar -November 6th.

NOVEMBER 6TH, 12 noon Eastern Time; WIN AND KEEP NEW BUSINESS – GOAL Webinar This webinar for Global Outsourcing Association of Lawyers will address the following key elements of business

The World Series and 7 Steps to Accelerataing New Business

The World Series of baseball is upon us with one surprise team in the finals. It points out that even a “non-big-name” firm can win. All too often we hear

Managing Partners Leadership

A PROBLEM IS SOLVED BY CONTINUING TO FIND SOLUTIONS This message from LEGACY, James Kerr’s book, reminds us to build on successful problem solving. For law firm managing partners, practice

Law Firm Managing Partners

Continuing our messages for leadership from James Kerr’s book, LEGACY, “FOCUS ON GETTING THE CULTURE RIGHT; THE RESULTS WILL FOLLOW.” All too often, law firms are managed by consensus or

Welcome to the new Closers Group website

We’ve learned from others the importance of simplifying and clarifying what clients come to us for and how we can help new business development. Whether you enter www.allancolman.com or www.closersgroup.com,

BUSINESS DEVELOPMENT IN 5 MINUTES A WEEK

MOST FIRMS who approach us looking for business development and sales training want fast results. Many of them are surprised when we say that a dedicated 5 minutes per week

Business Development Training for Lawyers

WHETHER your firm is looking for support with client retention, closing skills, sales or network development, or your partners and marketing leadership are looking for additional business development support, our

THE THIRD STEP IN LEAD GENERATION

In the last 2 columns, we reviewed our RAPID ASSESSMENT, and STRATEGIC ROAD MAP. This final step is: BUSINESS DEVELOPMENT TRAINING WHETHER yours is a smaller firm or you have

LEAD GENERATION — THE FIRST OF THREE STEPS

LAST column discussed what a business development approach should be. It includes 3 basic steps. The first one is: RAPID ASSESSMENT IF IT SOUNDS straightforward, it is. It serves as

HERE’S A DIRECT SALES PITCH

One of the first questions that any firm should ask when they consider working with a business development consultant is about the consultant’s approach: what do they do differently that

INDIVIDUAL MARKETING PLANS – A WASTE OF TIME

Rather than individual marketing plans, why not consider asking the professionals at your firm to make a BUSINESS GENERATION COMMITMENT. When done quarterly, the five-line commitments discussed in our previous

HOW TO GET THOSE 2,000 CONTACTS IN ONE YEAR

If your firm required each attorney to commit 5 business development actions per quarter, what could they be? * HOLDING meetings with new prospects or current clients who might need

2,000 CONTACTS IN ONE YEAR

MANY professionals devote a great deal of time and effort into creating individual marketing plans. Yet many firms acknowledge that there is little response to these plans — and even

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MYTH # 5 — ONCE YOU’VE RETAINED THE CLIENT, BUSINESS GENERATION CEASES. NOTHING could be further from the truth. When I survey business’s clients, two of the top complaints I