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Systematic Success: How to Conduct a Winning Sales Call
Suppose that you were representing a client with a potential million dollar judgment. Would you just show up in court and wing it? Unfortunately, laments Michael Cummings, that’s what so many attorneys do when a big new piece of business is on the line. Here he presents a systematic quality control process for preparing and conducting your next sales call.
Case in Point: What To Do When Your Own Partners Won’t Refer You
Current research shows that major companies are firing 20% of the core law firms they are using, and that failure to cross-sell could put your firm in the loss column. Larry Bodine, Esq. advocates an analytic approach to get things and explains how to overcome a common obstacle in doing so.
Nothing Grows In Ice
Business development turns out to be rocket science after all, observes Thom Singer. Creativity wins the day in personal marketing, not just in science, engineering and art. If you want to be more than just “average” in your practice, you need to un-freeze your brain and ignite possibilities. Here are some ways to light your fire.
What If?: Making Change Work For You
Change is frequently looked upon as disruptive or unwelcome, but it’s the key element lawyers often don’t embrace when they need to. Darryl Cross proposes some slight shifts you can make, some unthreatening “What Ifs” that can make a big difference for you and your clients.
Getting the Most Out of Your Subscription:
All previous issues are archived so they can still be read online. And be sure you take advantage of all the ongoing business development resources you've gained through your subscription:
- Free web seminar: In the right hand column of any issue you can stay apprised of upcoming web seminars. If you still qualify for a free web seminar, to sign up you must contact Laura Kresich about a week in advance of the seminar so she can register you and get you the sign-on information. You'll find Laura's contact information at the bottom of each page (lkresich@prodigy.net). You and any number of people in your office can attend at the location where you connect to the seminar. You can register for other web seminars at the regular price on www.pbdi.org.
- Resources: Articles, downloads, audiocasts - these will change throughout the year so keep an eye out for new resources you can use.
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Enjoy and Let Us Know
Enjoy the current issue, and please let us know what you think about it, how valuable you are finding the articles, or any suggestions or criticisms you wish to offer. We want to hear from you!
Barry Schneider
Editor in Chief ORIGINATE!
Email: bschneider@sageprofessional.com
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This is the third part of a three part interview with Roberta D. Liebenberg, the Chair of the ABA Commission on Women in the Profession. Here she addresses specific issues and opportunities for women lawyers, including the advantages and disadvantages they bring to the practice of law…and what to do about those.
