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What Can You Do For Your Client? (Business Development Part 2 of 6)

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

The second theme focusing on new business development in Bill Aulet’s Disciplined Entrepreneurship is “What Can You Do For Your Client?” Once you have taken the first steps outlined in Part I, identifying who your client is, Aulet says you must now identify what you offer of value. These include:

  • Full life-cycle use
  • High-level service specifics
  • Quantify the value proposition
  • Define your core
  • Chart your competitive position

 

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bill aulet, Business Development, disciplined entrepreneurship, Law firm marketing, sales value proposition, unique value proposition, value proposition