Secrets of the Masters : The Business Development Guide for Lawyers

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Secrets of the Masters : The Business Development Guide for Lawyers

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  • 製本 Paperback:紙装版/ペーパーバック版/ページ数 154 p.
  • 言語 ENG
  • 商品コード 9781783580255
  • DDC分類 340.023

Full Description

This inspirational handbook is packed with hundreds of proven tools, tips, and techniques for increasing revenue and forging relationships with clients and colleagues that will last you a lifetime. The rainmaking secrets revealed will enable you to: Find practice niches; Apply alternative fees; Accelerate cross-selling; Categorise your key targets; Use social media effectively; Identify and build personal strengths; Deliver exceptional levels of client service; Build powerful internal and external networks; Get client meetings and maximise their effectiveness; Improve lateral success and enhance lateral integration; and Make business development a career-long, sustainable process. Secrets of the Masters features a highly regarded team of over two dozen law firm marketing and business development experts who offer their insight, experiences, and real-world tips on attracting, retaining, and growing your client base. Each chapter also includes an extensive range of business development approaches and mini case studies, along with a useful planning worksheet which prompts you to make decisions and take action. PLUS...Within the complimentary CD-Rom you'll find all the supporting worksheets and checklists featured throughout the book, along with a personal business development plan template to help you tailor your strategies. "Secrets of the Masters" is the most comprehensive, yet practical "how to" guide I've seen for developing business in the legal industry. Whether you're a young lawyer starting to build a practice and reputation, or a seasoned practitioner looking to achieve the next level of success, this book is your roadmap. Simply stated, if you heed its principles, you will make more money." - Jonathan Fitzgarrald, Chief Marketing Officer of Greenberg Glusker and author of BADfortheBRAND.com

Contents

Chapter 1: Finding niches and developing your strategy Defining and differentiating yourself - Who are you and what do you enjoy? Develop your niche(s) Stand out to be outstanding Develop a personal scorecard Create personal deadlines Action planning worksheet Chapter 2: Growing networks and staying memorable Introduction Identifying and categorizing your targets Getting known using media coverage Thought leadership Staying top-of-mind Techniques for staying top-of-mind Action planning worksheet Chapter 3: Getting and maximizing meetings Techniques for getting meetings Contexts for making contact Maximizing effectiveness during meetings Meeting Checklist Action planning worksheet Chapter 4: Client loyalty - Delivering exceptional client service Build long-term relationships Understand the client's business Client feedback Deliver added value Other techniques for delivering exceptional service Chapter 5: Cross-selling - Working together to get more work from existing clients Why cross-sell? Overcoming internal obstacles Identifying your best opportunities Getting meetings and maximizing effectiveness Keeping cross-services top-of-mind Cross-Serving Checklist Action planning worksheet Chapter 6: Maximizing business development for laterals Lateral challenges Internal networking Internal visibility Reaching out to existing and prospective clients Lateral integration for firm leaders Recruiting Firm roles and responsibilities Firm Checklist for Lateral Integration Action planning worksheet Chapter 7: Social networking, social media, websites and search engine optimization Benefits of social networking and media Develop a social networking plan Building effective websites SEO: Optimizing your presence on the web Keeping online activity sustainable Action planning worksheet Chapter 8: Alternative fee arrangements A different world Law firms respond to the challenge Benefits and challenges of alternative fees Examples of alternative fee arrangements Internal management to deliver value and profitability Ethical considerations Action planning worksheet Chapter 9: Sustainability techniques Personal business development plan

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