BUSINESS DEVELOPMENT BEST PRACTICES, II.

Written by Allan Colman on March 3, 2015. Posted in Asking for Business, Law Firm Marketing, Marketing for Law Firms, Marketing Partners, Practice Group Leaders.

As discussed in the previous blog, pro-active organization and accountability are keys to converting your best practices into new business. Following are 4 additional tasks that complete the first steps you need to take.

5. Populate the business development program with targeting and pursuit efforts by specific practice group, sub-groups, offices, individuals — one step at a time, at first, and finally, wherever there are lawyers who really want to be engaged.

6. Assure that business development training sessions are practical, not theoretical.

7. Keep the firm ahead of economic and industry trends and build this knowledge into every client contact.

8. Make decisions on under-performing activities by either abandoning them or improving your approach in each case.

Remember, the best way to land a target is to act and pursue. If you miss, you learn. Then try again.