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GREAT MARKETING BOOKS

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

In one of the LinkedIn groups, there has been a lively discussion of recommendations for “great marketing books” for new marketeers. But while they all address marketing, there is nothing moving the reader out into actual business development. This provides me with a very self-serving opportunity to offer OWN THE ZONE – Dominate the Competition, published by Made For Success Publishing and found at Amazon, Barnes & Noble, Kindle, Itunes, etc.

“The real impact of the book is about transforming your business culture, erasing the artificial boundary between sales and professional service, and understanding the bottom-line benefits of speaking directly and honestly to client needs.” Larry Smith, Sr. VP LEVICK.

If you are on allancolman.com, download a free chapter. And for the first 10 people who send in the contact form, I’ll foward the book to you at no cost.

You can also reach me at acolman@closers group.com.

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.