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Another Excuse – “I can’t market, but I’ll hire someone who can.”

And another excuse for not marketing we have heard from attorneys – “I can’t market but I’ll hire someone who can.” Oh come on – practice pitches, proposals and even

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

4 Steps to Master Closing New Business

When focusing on how to master closing new business, this post emphasizes work by Rick Justus at and Bill Aulet’s “Disciplined Entrepreneurship” (Amazon, These link directly with making

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

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

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 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

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

Branding: “If You Chase 2 Rabbits, You Will Not Catch Either One”

Branding is the first of 12 Essential Practices (36ixty) we use to help companies accelerate revenue. It combines your purpose, vision, mission and values all into a strategy and implementation

Are Managing Partners Really “Leaders”? (Part 1 of 2)

Based on an article in ABA’s LAW PRACTICE TODAY, (Dec. 14, 2015) moderated by Nicholas Gaffney, a member of the Law Practice Today editorial board and a veteran public relations

What To Do With Erratic Marketing Performance

If your practice groups or offices have inconsistent or erratic performance in developing new business, “light a fire” under them. Start with a few insightful questions that should get them

2016 – Business Development "Gut Check" III.

Market Changes and Technology Next in our series on setting a 90-day business development growth plan for Q-1 includes the following gut check question: Who in your firm is keeping

For 2016 – Business Development "Gut Check"

Successful Performing Assets As we move closer to 2016, your first quarter action program needs to be in place. By taking the last few “Business Development Gut Check” Posts, and

Business Development “Gut Check”

Is Your Business Development Suffering? Thomson Reuters Legal Solutions Blog November 6, 2015 For law firms struggling with growing new business, there is a learning curve marketing leaders (both attorneys

Provokers Pt. III. — Can They Really Close New Business?

Closing New Business From Allan Colman, Business Development Accelerator, Speaker and Author – Clients average a 60% increase in new business in 6 months. Third and last in this series

Business Development Leaders — Have You Been Provoked? Pt. II.

Business Development Leaders – Have You Been Provoked? Pt. II. From Allan Colman, Business Development Accelerator, Speaker and Author – Clients average a 60% increase in new business in 6

Provoking Business Development “Leaders” – Pt. I.

Provoking Business Development “Leaders” – Pt. I. There are too many articles being written about metrics for marketing and business development efforts without focusing on answers staring you in the

Are Your Firm's "Incentives" Lighting A Fire for New Business Development ?

Are Your Firm’s “Incentives” Lighting A Fire For New Business Development ? We often hear the following reasons from attorneys who do not want to market: * It’s unprofessional; *

Are You "Organized" for New Business Development ?

Are You “Organized” for New Business Development ? In order to bring in new business by combining marketing, business development and business generation skills, is your firm organized with: *

Does Your Firm Have an "Enduring Competitive Advantage"?

Does Your Firm Have an “Enduring Competitive Advantage”? This often overlooked strategy needs to be recognized by all professionals. It requires energy, resources and time. But it is the key