NOVEMBER 6TH, 12 noon Eastern Time; WIN AND KEEP NEW BUSINESS – GOAL Webinar
This webinar for Global Outsourcing Association of Lawyers will address the following key elements of business development:
* Why should your firm be hired?
* Doubling the number of prospect meetings;
* Retaining clients;
* 12 steps to ASKING FOR BUSINESS;
* Building opportunities.
Register at – https://www3.gotomeeting.com/register/965647478 or contact me at www.allancolman.com.
The World Series of baseball is upon us with one surprise team in the finals. It points out that even a “non-big-name” firm can win. All too often we hear law firm excuses that “they want a name-firm so if things go bad, the client can tell the Board of Directors “we got the best.”
More importantly, in the U.S. and Canada, 3 major new campaigns have begun, National Football League, National Hockey League and National Basketball Association. You won’t hear any of them with excuses as to why they can’t beat the big guys.
Our BUSINESS ACCELLERATOR WHEEL c, has 7 steps to get you ROI.
1. Opportunities;
2. Communications;
3. Anticipating and overcoming objections;
4. The “ask”;
5. The “close”;
6. Results;
7. Pipeline.
A PROBLEM IS SOLVED BY CONTINUING TO FIND SOLUTIONS
This message from LEGACY, James Kerr’s book, reminds us to build on successful problem solving. For law firm managing partners, practice area leaders and office managing partners, where a client’s problem has been solved, make sure all of your group knows about it and looks to their own clients for similar issues.
One of the strongest tactics to build great client relationships is when they identify a problem with your work, or timing, or budget, or etc., solve it quickly. And then periodically double check with them on whether other issues are brewing and solve them before they boil over into a retention-threat.
This strategy from the All Blacks professional rugby team from New Zealand also applies to staying on top of your clients’ businesses, their competitors, new legislative requirements, etc. Look for ways to identify possible issues your clients may face and raise them early. Prevent problems from developing.
Continuing our messages for leadership from James Kerr’s book, LEGACY,
“FOCUS ON GETTING THE CULTURE RIGHT; THE RESULTS WILL FOLLOW.”
All too often, law firms are managed by consensus or collegiality, both of which inhibit strong decision making. By demonstrating that leaders listens before making decisions, they need to learn when there is enough information and input to make the decision. And once made, it needs to be clearly communicated and accountability designated for its implementation. Remember, taking too long making a decision is, in itself, making a decision; or worse, just letting it happen.
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, you will find us ready to assist you in accelerating business, presenting keynotes on Leadership, Winning New Business, Client Retention, etc.
Deepest thanks to DeeDee Heathman from Made For Success. As the publisher of my books and future book, CRAZY IMPACT, she brought a unique view into building our new website.
MOST FIRMS who approach us looking for business development and sales training want fast results. Many of them are surprised when we say that a dedicated 5 minutes per week is all it takes to put a plan into motion:
** It takes 5 minutes a week to make a phone call or touch base.
** 5 minutes a week is long enough to send an email to a client or prospect.
** In 5 minutes, a meeting can be arranged.
** Committing to writing an article and jotting down a list of topics —
can be made in 5 minutes.
THE ACTIONS themselves will take longer, but by dedicating just 5 minutes per week to generating new business, you will be setting a course marked by true efficiency and will be on the path to business development success.
WHETHER your firm is looking for support with client retention, closing skills, sales or network development, or your partners and marketing leadership are looking for additional business development support, our training sessions pave the way to results.
WHETHER yours is smaller firm or you have multiple offices, one of the key elements of a successful marketing strategy is the ability to ensure that all of your professionals are on the same page. Even though our rapid assessment and strategic action plans are straightforward, THERE IS OFTEN ROOM FOR IMPROVEMENT BY INDIVIDUALS.
THAT’S WHERE our business development strategy and training phase begins. For details, www.allancolman.com.
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 multiple offices, one of the key elements of a successful marketing strategy is the ability to ensure that all of your professionals are on the same page. Even though the Closers Group Rapid Assessment and Strategic Action Implementation programs are straightforward, there is often room for improvement by individuals.
THAT’S where our business development strategy and training phase begins.
WE ARE READY to customize a program for you. Contact us for a free initial consultation.
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 the first step toward lead generation, providing a platform from which clients grow. And most importantly, it provides a tool to measure progress and successes.
IDENTIFICATION of effective and underutilized assets builds on interviews with a firm’s management, professionals and associates. We assess the current business development strategies. Brainstorming with firm management on client development and marketing opportunities ensues.
A TIMELINE is built in order to track implementation of the actions, results, and individual assignments.
NEXT column will cover the second step, STRATEGIC BUSINESS ROADMAP.
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 will help you to see real results from your lead generation efforts?
At the Closers Group, we help clients achieve results using a three-phase approach 1) analysis with Rapid Assessment; 2) Strategic Business Road Map; 3) business development strategy and training that builds on the first two.
Once we know what is working for a firm and have identified where there is room for growth, we work with firm management and marketing professionals to establish and prioritize target prospects, create a timeline action program, recommend refinements for collateral and pitch materials, and provide direction for closing new business.
Each of our next columns will address the 3 steps to Growing New Business.