Business Development

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6 Underutilized Ways to Accelerate New Revenue

Who Should Talk More, You or the Client? Business Development Myth #4.

New Business Development Myth #4, Client’s want you to do most of the talking! Nothing could be more “untrue.” Keep your resume to yourself and let the potential client do

Since When Do Attorneys Need to Wait For Marketing? Myth #3

If you have been challenged to bring in new business, why do attorneys need to wait for the Marketing Department? Ultimately, the onus is on the sales team to bring

Myth #2 – One Size Fits All

Business Development myth # 2 is that when it comes to marketing, one size fits all. News flash: one size never fits all. Marketing should be tailored according to personality,

Top 5 Myths of Business Development

The top 5 myths of business development require you to understand what successful business development is not! Myth #1. BUSINESS DEVELOPMENT AND MARKETING ARE INTERCHANGEABLE TERMs Marketing is about being

A Proven “Must” for Business Developers – Engaging Prospects

Recently, we participated n a brainstorming session with a group of attorneys.  The focus was on how to improve selling.  Even though they represented different practice areas, they all agreed

Your Law Firm Marketing Mentors and Tormentors!

We are often called law firm marketing mentors and tormentors since we find the most important element of good business development is accountability.  Our Lead Tracker system keeps our clients

How Often Have You Heard This Excuse for Not Marketing ? “I can only call 3 people.”

How often have you heard this excuse for not marketing,  “If I made 3 calls a day, I’d run out of people to call in 2 weeks?”  Too many lawyers

Intelligence Defying Excuse for Not Marketing

The following excuse from an attorney for not marketing defies intelligence, “I don’t know how to begin.” Although today’s marketplace for legal services is more challenging then ever,  there is

Do You Know the Zen Excuse for Not Marketing?

If ever there were a Zen excuse for not marketing, it is” I’m afraid of the process.” Oh, come on. Follow Arthur Ashe’s advice – “Start where you are. Use

Where’s the Beef? 2017 Law Firm Outlook

Hearing from attorneys and marketing professionals in response to the 2017 Law Firm Outlook Survey, “getting attorneys out on the business development trail” says it best. Significant concern was expressed

Do You Know the Next Piece of the Business Development Puzzle?

As business development consultants, in our business development round tables we are often asked “what is the next step?” or do you know the next piece of the business development

2nd Piece of the Business Development Puzzle

The 2nd piece of the business development puzzle is “teach advanced tactics and process strategy, not theory. According to Chet Holmes in his Business Breakthroughs program, closing is one of

You Won’t See This on WikiLeaks – “Emails Don’t End in Handshakes

British Airways got a real boost from this marketing and business development ad, “Emails Don’t End in Handshakes.” It today’s highly competitive market for professional services, one-way electronic communications do

What DOES WORK in the Business Development Closing Zone

What does work in the business development closing zone is a followup to our last 2 columns, what does not work in business development. We have taken a collection of

What Did Not Work in Business Development II

Continuing from our previous post on “What Did Not Work in Business Development”, we hear more comments from in-house counsel about business development tactics where many fail: 7. Go to

Do You Know What Does Not Work in Business Development?

In our workshops and seminars, we are often asked “Do you know what does not work in business development?’ Collecting quotes from successful marketing and business development professionals, found on

Legal Services Competition

As legal services competition intensifies, and client budgets fight to stay stable, doesn’t it make sense to look within your organization and build on what you have? The cost is

Combat Coaching?

At the Closers Group, we often talk about how “combat coaching” fits in with our CLOSING ZONE approach to business development. We focus on the importance of having your strategies

How Do You Meet Marketing Challenges?

We are often asked “how do you meet marketing challenges?” Or a client asks about the likelihood of success for various sales (yes sales) approaches. The simplest answer is WORK

How to Use “Mind Mapping” in Business Development

In order to successfully increase new business, clients need to learn how to use “mind mapping” in law firm business development. I often find gems like this when checking in

Business Development Pros — Have You Ever Watched the View?

When meeting with business development professionals and their attorneys, we often ask “have you ever watched the View?’ Whether the guest is a celebrity or politician or a fashion designer,

Pricing Your Service – It’s Not What You Think

Pricing your service, the 2nd step in Aulet’s foundational steps for business development is Set the pricing framework. In our experience, this is another one of those efforts clients often

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

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

Who Is Your Ideal Customer? (Business Development Part 1 of 6)

In Disciplined Entrepreneurship, Bill Aulet begins his 6 themes with Who Is Your Ideal Customer, focusing on business development. Topics covered include: Market Segmentation Selecting a Beachhead Market End User