Business Development for Lawyers: Strategies for Getting and Keeping ClientsWhether you’re launching a practice or trying to expand your book of business, this new guide gives you the help you seek. From developing a reputation to developing relationships, from retaining existing clients to generating new business, Business Development for Lawyers: Strategies for Getting and Keeping Clients examines all the available techniques, providing you with the expert insights and practical tips you need to make them work for you. You’ll learn how to write for publications, make effective presentations, network, handle the media, get results from participating in conferences and social events, follow up with contacts, build relationships with referral sources, close the deal with prospective clients, and more. This new book from a leading law firm marketer and consultant is an excellent starting point for anyone developing a personal marketing plan or for the lawyer who wants to improve personal marketing and business development skills |
Contents
Preface | iii |
INTRODUCTORY COMMENTS | 1 |
POSITIONING YOURSELF AND YOUR PRACTICE | 11 |
Overview Positioning Yourself and Building Credibility | 13 |
Writing for Publication | 21 |
Public Speaking | 39 |
Dealing with the Media | 55 |
Preparing Written Marketing Materials | 63 |
Satisfying Clients and Building Loyalty | 117 |
Cross Selling and Expanding Client Relationships | 145 |
Managing Relationships with Significant Clients | 167 |
Handling Difficult Client Situations | 193 |
Building Relationships with Referral Sources | 203 |
Preparing Effective Proposals and Pitches for Business | 223 |
Following Up with Targets | 239 |
Closing and Asking for Business | 257 |
Organizational Involvement | 75 |
DEVELOPING BUSINESS | 87 |
Overview Developing Relationships and Generating Business | 89 |
Attending Social Events Meetings and Conferences | 101 |
DEVELOPING A PERSONAL MARKETING PLAN | 285 |
CONCLUDING COMMENTS | 299 |
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Business Development for Lawyers: Strategies for Getting and Keeping Clients Sally J. Schmidt No preview available - 2014 |
Common terms and phrases
addition appropriate association attend audience bar association benefits better billing build relationships business development Chapter client relationship colleagues communicate company's conference consider counsel cross selling Date Activity determine developing business discuss Disney on Ice e-mail effective engagement letters event example expertise extranet fees firm's capabilities focus follow-up handle Harvard Business School Ideas/Notes identify important in-house industry interest interview introduce invitation involved issues Jones law law firm lawyers litigation look Loyalty Effect lunch marketing activities marketing efforts materials matters meeting networking newsletters objective(s obstacle(s opportunities organization patent prosecution personal challenge(s pitch position potential practice area practice group presentation professional proposal prospective client publication questions rainmakers referral sources reporter response result résumé seminar someone speaking substantive talk target tion topic understand writing