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The World Series and 7 Steps to Accelerataing New Business

Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Attorney Marketing, Managing Partners, Marketing for Law Firms.

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.

Let us help you put this to work for your firm.

Managing Partners Leadership

Written by Allan Colman on . Posted in Allan Colman, Attorney Marketing, Law Firm Leadership, Managing Partners.

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.

Law Firm Managing Partners

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

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.

Welcome to the new Closers Group website

Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Attorney Marketing, Business Development, Marketing for Law Firms.

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.

We get measurable results for our clients.

Business Development Training for Lawyers

Written by Allan Colman on . Posted in Allan Colman.

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.

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.