Business Development

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IS IT TOO LATE FOR CUBAN CIGARS?

If only the President had loosened relations with Cuba sooner, many of you would be buying Cuban Cigars for holiday gifts for your top clients. Perhaps we should celebrate FESTIVUS,

2015 – WILL YOU DEVELOP NEW BUSINESS?

Is your firm really ready to grow new business next year? All too often we find firms where their lawyers are ready to go but the firm’s support structure inhibits

MARKETING IS LIKE ALGEBRA

Find a “formula” that works for you. Getting “face-to-face” requires applying and refining that formula. And once you are there, and NOT on your email, the number of new case

Turn Mistakes Into Marketing Opportunities

One of the most important lessons to be learned in professional services business is that when there’s a problem, it needs to be fixed right away. The process involves identifying

Practice Group Leaders – "Know Thy Client"

When working with Practice Group Leaders, we have a group of questions they need to ask their colleagues. From the answers, we help them build a more successful business growth

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

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

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,

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

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