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Is Your Firm Positioned to Grow New Business in 2015?

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

All too often we find firms where their lawyers are ready-to-go but the firm’s support structure inhibits growth. Our new BUSINESS DEVELOPMENT RAPID ASSESSMENT provides an overview for a firm, practice area or office of:
• What is currently effective?
• What is not utilized?
• How to enhance impact?
Within two weeks of your completing 15 confidential questions, our Group will provide a strategic analysis focusing on maximizing your firm’s current Marketing and Business Development:
• Structure;
• Assets;
• Underperforming assets;
• Underutilized opportunities;
• Business Growth enhancements.
A confidential written Assessment will be returned to you within two weeks and includes a conference call or in-person meeting. Following that discussion, we will provide a timeline with specific tactics to build new business, grow prospects and begin establishing a long-term pipeline.

For a minimal fee, your firm, practice area or office will have a STRATEGIC BUSINESS DEVELOPMENT ACTION PLAN for 2015.

acolman@closersgroup.com.or
fmims@closersgroup.com
www.closersgroup.com

2015 – WILL YOU DEVELOP NEW BUSINESS?

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Law Firm Leadership, Managing Partners, Marketing for Law Firms, Practice Group Leaders.

Is your firm really ready to grow new business next year? All too often we find firms where their lawyers are ready to go but the firm’s support structure inhibits growth. Our new BUSINESS DEVELOPMENT RAPID ASSESSMENT provides an overview for a firm, practice area or office of:

* What is currently effective?
* What is not utilized?
* How to enhance impact?

Within 2 weeks of your completing 15 confidential questions, our Group will provide a strategic analysis focusing on maximizing your firm’s current Marketing and Business Development:

* Structure;
* Assets;
* Underperforming assets;
* Underutilized opportunities;
* Business Growth enhancements.

A confidential written Assessment will be returned to you within 2 weeks and includes a conference call or in-person meeting. Following that discussion, we will provide a timeline with specific tactics to build new business, grow prospects and begin establishing a long-term pipeline.

For a minimal fee, your firm, practice area or office will have a STRATEGIC BUSINESS DEVELOPMENT ACTION PLAN for 2015.

Click on the “contact us” button on this website, or send to acolman@closersgroup.com.

PRACTICE GROUP LEADERS – "Know Thy Client" II.

Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Attorney Marketing, Law Firm Leadership, Marketing for Law Firms, Practice Group Leaders.

In addition to the 6 questions from our last column, we urge practice group leaders to ask their group members these additional 5 .

7. Have they asked ahead of time who else will be at the meeting?

8. Do you and your colleagues offer clients periodic review meetings re: budgets, billing, timeliness of engagement process, format for sending reports in non-legalese to management?

9. Do they know “clients’ pain? what keeps them up at night?

10. Have they asked how the retention decision will be made?

11. How many prospects do they have in their pipeline.

For more clues to make your practice group successful, go to www.ownthezonebook.com

PRATICE GROUP LEADERS – Is Your Group Asking For Business?

Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Attorney Marketing, Law Firm Leadership, Managing Partners, Marketing for Law Firms, Practice Group Leaders.

Your competitors are asking for new business. Is your team?

Is your group bringing in new business from clients and prospects?

Are they selling but not seeing results?

Where are their opportunities?

Can they be expanded?

Do they really know how to communicate effectively with their prospects?

Go to our new website’s Services page for tips and tactics – and download a free chapter of

OWN THE ZONE.

PRACTICE GROUP LEADERS — The 4 Most Important Questions to Ask

Written by Allan Colman on . Posted in Asking for Business, Attorney Marketing, Law Firm Leadership, Managing Partners, Marketing for Law Firms, Practice Group Leaders.

If you are or about to be named head of a practice group in your firm, and are tasked with making Business Development a top priority, here are 4 questions that must be asked, answered and acted upon.

1. Do you have underperforming assets?
2. Where are the overlooked opportunities?
3. Can you find hidden assets?
4. Is your group undervaluing relationships?

Law firm managing partners, practice group leaders and partners-in-charge of offices will find that bringing rigor to answering these questions will chart a direct path to growing your business. Our STRATEGIC ACTION PROGRAMS are designed to help answer these questions and bring rapid success and will new business.

CLIENT RETENTION – 2 More Clues to Success

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

After discussing, in the previous 2 columns, the first 3 tactics we recommend to clients to insure their clients stay with them we’ll get to the last 2.

* Turn clients into advocates
* Know what’s working and what could be better
* Focus on more than just what you’re doing now.

With this as a refresher, the last two in our list really resonate with your clients:

* KEEP ADDING BENEFITS TO YOUR SERVICES. While performing a service or conducting a client interview, keep notes on issues that you are spotting. Give your clients something extra by arranging a lunch to go over these issues, without charging a fee, of course.

* PARTICIPATE RATHER THAN JUST ATTEND . Selling success requires you and others to attend and actively participate rather than just buying tables at dinners or offering tickets to sporting events.

Keeping clients may be just as tough as getting them. Keep at it!

3 Laws of Client Retention

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

Our newest business development workshop is on keeping your clients. Entitled 3 LAWS OF CLIENT RETENTION, we identify what drives clients crazy and how to apply the 3 rules to keep them and actually grow more business.

Here’s a hint to the 3 rules from LEGACY by James Kerr, “What is the food of the leader? It is knowledge; it is communication.”

Go to www.closersgroup.com/services.

Win and Keep New Business – Webinar -November 6th.

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

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.

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.