Part V. – Did 34 Attorneys Really Say That About Business Development?

Part V. – Did 34 Attorneys Really Say That About Business Development?

Based on the readership of this series, which is not yet finished, we will be developing a keynote and workshop on these topics. Stay tuned.

26. I can never find copies of past proposals or learn what worked or what didn’t work. — If this is true, the firm needs not only a proposal organization series, but a post-mortem on every pitch, whether a dinner meeting or full rfp.

27. My client’s business keeps changing and I don’t keep up. — notice this attorney said “I don’t keep up” and did not say ‘I won’t keep up.” It’s all about building and keeping that relationship active.

28. I’ve been asked to join a pro bono, non-profit Board of Directors; why bother? — First, contributing your community is important. And as a bonus, if there are executives and GC’s also on the board, it is a great place to build your contact base and long-term pipeline.

29. We chase too many leads without a strategic review of the business opportunities. — this is frequently managed by practice group leaders, partners-in-charge of offices, and a firm marketing committee. Bottom line, there should always be a “go/no-go” decision making process in place. Chasing the wind helps no one.

30. We should be more active in industry associations where we do lot’s of client work. But how do I keep up with their meetings, programs, etc.? — remember that old marketing bromide, GO WHERE THEY GO, KNOW WHO THEY KNOW, READ WHAT THEY READ.

And wait until you read the next and final 4 reasons for not marketing.