Business development makes your services easier to buy; it’s not about selling. It positions your firm to be in the right place, at the right time, with an offer that’s compelling and interesting to the prospect.

How? All effective marketing efforts center on client preferences. The firms that understand this best create and deliver enviable client loyalty. Most legal marketing typically defaults to telling clients and prospects about the firm, its lawyers and practices — often ad nauseam.

What’s missing here is listening.

clientSpeak™

Our current clients have a lot to tell us about how to keep them happy, what we’re doing better than anyone else and where we can improve. clientSpeak™ is a face-to-face client interview program designed to gather this information, increase your awareness of client perceptions, and improve client retention among your select top clients. It helps lawyers and other professionals vastly improve their most important existing relationships, often resulting in additional work.

Besides which, if your clients are speaking to other firms – and some are – don’t you want to know what they are saying?

Client growth

Untapped revenue is as close as your good clients. Get more work from your clients by positioning yourself as the most favourable choice in different areas of law or additional work in current areas.  Many clients are agreeable to converging their legal work into fewer firms. There’s less administrative hassle, higher value, improved time efficiency for the client, and more institutional knowledge about the client within their chosen law firms.

You get to do more work with the clients and industries you enjoy most. Start a list of clients you want to grow now!

Business development training

There are very few natural rainmakers among us, the rest of us just want to know the basics of how clients evaluate legal services, how to secure more work from current clients and how to develop an enjoyable practice. And most of you, it seems, want to know how to network better.

All presentations are interactive, dispell myths, include practical how-to lists, helpful and memorable anadotes and a healthy dose of energy.

This business development training is not about selling, it’s about understanding the client better.