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If You Chase 2 Rabbits, You Will Not Catch Either One !

In our business development advisories and workshops, we provide an alternative to this Russian Proverb, “If you chase 2 rabbits, you will not catch either one.”‘ You must know: Six

Eat Lunch With the New Kids – New Business Development

More new business development clues from 55Words, “eat lunch with the new kids.”  Begin building relationships with the newer members of your firm, making them feel welcome and comfortable asking

More Reasons Attorneys Don’t Market

Continuing with the reasons attorneys don’t market, let’s review numbers 7,6, and 5. 7.  I need to focus on billable hours- 6.  I am too smart for this !!!!! 5. 

Top 10 Reasons for NOT Developing New Business

10.  I don’t want to pester people 9.  I’m very busy 8.  I need to complete my time sheets Stay tuned for more ————–

Have You Practiced Lunch?

Before going to a pitch meeting have you practiced lunch, a proposal, the questions to ask, anticipated answers and setting the next step? Picture yourself at the table with a

Worried About Your Upcoming Partner Retreat ?

Planning for your upcoming partner retreat in the fall is typically now in the “scrambling for speakers” mode. You have been tasked with finding a presentation that is engaging, full

Pechakucha! Try it – You’ll like it.

The Closers Group wants your firm to try out a powerful, entertaining way to boost new business from your firm’s attorneys, our PECHAKUCHA! In our keynote presentations and workshops, the

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

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,

Grapes of Wrath Complaints About Marketers

We have identified  Grapes of Wrath complaints about marketers from in-house counsel,” We were outnumbered and out-talked.”  Pick which ever grape fits your business development style: * Sending too many

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

We’ve Sweetened the Offer – Take our 2017 Law Firm Outlook Survey

STEAKS OR PIE? We want to sweeten our offer for helping us with our 2017 Law Firm Outlook Survey.  We’re conducting a brief survey to learn morfe about the key

Your Invitation to the 2017 Law Firm Outlook Survey

We are conducting our 2017 Law Firm Outlook Survey.  It is a brief survey to learn more about the key issues facing law firms as we head into the new

Where Does Client Trust Fit in the Business Development Puzzle?

Client trust is perhaps the greatest element in business development. Or to put it another way, why should they buy from you? Although you may be selling the most sophisticated

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

Will Your Dog Eat the Dog Food? – Law Firm Marketing

New and Improved? Almost every day there is an advertisement offering a service or product that is new or improved, such as Will Your Dog Eat the Dog Food? Or

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