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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

Where Do I Find Prospects?

One of the most common questions clients ask is where do I find prospects? Simple Rules to Find Prospects There are 3 simple rules to follow when attempting to find

Why Clients Fire You – Client Retention? Part II

This is the concluding column on 10 reasons why clients fire you. Client retention is among the top priorities for building future business and receiving referrals. Last week we indicated

Why Clients Fire You

by Valerie Goodman In the Closers Group experience, lack of attention to client retention is a primary reason clients fire you. When it comes to attorney marketing and business development,

Top 5 Myths About Business Development

by Valerie Goodman To really under understand what successful business development is, one must understand what it is not. Here are our top five myths about business development. Myth #1:

What She Said – Putting Testimonials to Work

One way to establish trust in the early phases of the business development process is applying “what she said”, or, putting testimonials to work on your firm’s behalf. Many firms

Dancing With The Stars and Client Retention

Which of the four personality types are you trying to tango with? For those focused on accelerating new business and client retention, Dancing With the Stars, “Which of the four

Grow Your New Business in 5 Minutes a Day!

Guest editorial from Valerie Goodman Grow your new business development in just five minutes a day. MOST FIRMS who approach us looking for business development and sales training want fast

Harvest More New Business From Your Top Clients

Guest Blog from Valerie Goodman Harvest the Cream of the Crop Wouldn’t it be nice if you could have 80% of your entire new business income derive from 20% of

4 Secrets to Accelerating Growth

In order to practice the 4 secrets to accelerating growth, using our one-page-strategic-plan becomes key. As practice areas, offices and cross-specialties groups build this approach into their firm culture, they

Have You Been Told to Grow Your Practice? – Origination Credit

As competition for legal services increases, non-equity partners are being challenged to “grow your practice.” In more and more firms, marketing and business development efforts are being intensified and carefully

Ridin’ The Storm Out — #5 in Accelerating New Business Development

In our last post we began a discussion of Bruce Tuckman’s 4 phase path for teamwork – “forming, storming, norming and performing” and how it applies to accelerating new business

90% of Marketing is “Half” Mental

Yogi Berra’s famous quote, in it’s modified use, addresses the most important aspect of marketing and accelerating new business development. Ultimately it is the attorneys and paralegals that will drive

Don’t Make Flying Pigs From Law Firm Rainmakers

It is stunning how many lawyers treat all leads alike, and market to the wrong prospects. Another major leadership mistake is asking law firm rainmakers to get out and prospect,

Are Hamsters Running Your New Business Strategic Planning ?

New business strategic planning is the process by which an organization’s leaders define and implement the plan needed to achieve the firm’s fundamental purpose — successfully solving problems and preventing

Why Focus on Your Client's Bottom Line?

Accelerate Your Business Now – Chpt.3 Note that these 12 Practices from 36ixty [brand, leadership, strategy, communication, team, core message, marketing, sales, customer experience, revenue and systems] break down into

Are There Really “Magic Pills” for New Business Development?

ACCELERATE NEW BUSINESS DEVELOPMENT NOW Chapter 2 Are there really “magic pills” for new business development? Following our last post, on what happens to your new business development efforts when

12 Essential Practices for New Business Development

  Why isn’t everyone in business living in an ACCELERATOR ZONE for new business development? We find in our work that a primary reason is that most people don’t know

Is Your Firm in the “Accelerator Zone”?

  Acceleration is about generating new business development successfully in less time. In order to enter the “accelerator zone”, one must first understand what happens when you are not in

What Do Your Prospects Need? – Accelerating New Business Now.

Prior to meeting with new business prospects, we urge clients to prepare a needs analysis. You can’t help a client until you know what they need. Rainmakers diagnose a prospect’s