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INDIVIDUAL MARKETING PLANS – A WASTE OF TIME

Written by Allan Colman on . Posted in Law Firm Marketing, Marketing for Law Firms, Marketing Partners.

Rather than individual marketing plans, why not consider asking the professionals at your firm to make a BUSINESS GENERATION COMMITMENT. When done quarterly, the five-line commitments discussed in our previous 2 columns (or 10 if you include an additional five lines for a review of what was accomplished during the previous quarter) would:

* Shift the focus from marketing the firm to growing new business.
* Provide management with a simple tool to review, support and advise each professional with
regard to his or her actions or non-actions.

Business development goals should be smart goals, specific, measurable, attainable, realistic and time-
-based. A BUSINESS GENERATION COMMITMENT system is very smart. Need help getting started?

HOW TO GET THOSE 2,000 CONTACTS IN ONE YEAR

Written by Allan Colman on . Posted in Allan Colman.

If your firm required each attorney to commit 5 business development actions per quarter, what could they be?

* HOLDING meetings with new prospects or current clients who might need new services;
*DELIVERING speeches;
*WRITING and submitting articles for publication;
*PERFORMING follow-up via phone or in writing;
*ATTENDING conferences;
*PARTICIPATING on a panel discussion.

WITH just 5 actions a quarter, a firm of 100 would have 2,000 contacts, leads and opportunities generated in just one year. A firm of 10 would have 200 contacts. No matter the size, your profile and opportunities grow and grow. Get to it!

2,000 CONTACTS IN ONE YEAR

Written by Allan Colman on . Posted in Allan Colman.

MANY professionals devote a great deal of time and effort into creating individual marketing plans. Yet many firms acknowledge that there is little response to these plans — and even less follow up. What if the time, energy and money that go into creating these plans could be better spent?

WOULD it surprise you to learn that these plans could be greatly condensed? What if I told you that at least for the first iteration, these could be reduced to a mere 5 lines?

MANY firms would be at an advantage if, at the beginning of each quarter, each professional were required to commit to 5 business development actions taken from a list?

TUNE in to the next column for the those 5 actions and how a firm could hit a target of 2,000 contacts per year.

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Written by Allan Colman on . Posted in Uncategorized.

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Written by Allan Colman on . Posted in Uncategorized.

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THE TOP 5 BUSINESS DEVELOPMENT MYTHS – #5

Written by Allan Colman on . Posted in Business Development.

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 receive are lack of communication and feeling “out of the loop” in important decisions. When was the last time you asked an important client about his or her present needs? Most likely they’ve changed since your last conversation.

CLIENT needs are a moving target. The time you spend listening to those needs — and attending to complaints — could be the difference between keeping a client and losing them to another, more attentive firm.

MORE AND MORE, firms are recognizing the importance and value of getting feedback from their clients. We recommend to our clients that they even get feedback from business executives who have not selected them. Used properly, this valuable information can help a firm refine and proactively improve its client service.