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Is Your Cup Full of Business Development Best Practices?

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

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Is Your Cup Full of Business Development Best Practices?

We are often asked by firm managing partners and marketing partners if there really are “best practices” for business development. The next few posts will identify those we think have the greatest impact on growing your firm’s new business.

1. Energize partner-leaders for each target that practitioners have stored in the back of their minds. They often identify them as “low hanging fruit.” You need to get them out there picking it.

2. Set and manage timelines for each step toward the final closing. Step by step planning now will often get you to the target faster than hit or miss.

3. Lead strategy debates before investing in rfp responses or initiating new contacts. Go-or-no-go decision making takes a closer look at the opportunity and prevents the waste of time and expense.

More next time.