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In 2015, Will You Have Tunnel Vision or FUNNEL VISION? 6 More Questions

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

In our last column, the first 4 questions were presented to really understand your firm’s business development future. Here are the other 6 priorities.

5. Is your firm conducting “tactical” business development training sessions?
6. Do you provide a format for building a long term pipeline of leads and opportunities?
7. Have you maximized the impact of proposals and pitches?
8. Does your firm leadership complete a success/rejection analysis of past pitches and proposals?
9. Are you actively measuring and reporting results?
10. Is your firm closing new business at the needed rate?

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