August 2009 Issue of Originate! is Online
Prepare for better business development with the talking points from this month's featured articles in Originate!, the business development newsletter.
Attorney Nicholas Weston knew he had to do something different at his boutique IP firm. If he wanted to improve the kinds of work he was doing plus stop wasting time and money, he had to overhaul his approach to business development. Here he shares eight marketing errors he used to make and how, mainly by trial and error, he changed his ways. By his good example, you might avoid these errors yourself.
Turning Seminars Into Billable Work: Getting the Right People To Attend
Getting the right people to your seminar demands attention to marketing and selling. Otherwise, warns Michael Cummings, you’ll fail to reap the reward for all your efforts. Here are the steps you can take to promote the value of your program and to seal the deal so the people whom you want walk in the door.
The Best Beginning: What to Do When the Matter Ends
Eighth Stage of the 12 Step Pipeline: In this stage of managing your sales pipeline, you’ve just finished the first matter with a client. How can you set the stage for future work? Andy Havens reveals how a simple question can help you build that future and your service quality, and advises what not to do as well.
Side-by-Side: Comparing a Business Development Winner and Loser
How differently can two partners at the same law firm respond to a tough economy? As night and day, observes Larry Bodine, Esq. Here he itemizes the pair's winning and losing approaches to business development and career success. Where do you fit and what can you do about it?
Who Are You?: Winning New Business By Being Visible
No law firm wants to be viewed in their business community as having run-of-the-mill attorneys. The practice of law is too competitive for that. Instead, observes Thom Singer, you and your firm must actively commit to making yourself visible experts in your field, and seven good ways to get the word out.
Untouchables: Removing The Third Rails of Business Development at Your Law Firm
At so many law firms, there seem to be three main areas that are constantly discussed, hotly debated…but too hot to touch, observes Darryl Cross. These third rails (compensation, allocating marketing dollars and short-term focus) are often cowardly left to another day or a time of crisis. In the mean time, your business development potential is derailed. Here's how to get on track.
