-
-
Recent Posts
Categories
Menu
Tag Archives: BD
Leadership is Too Important to be Left to the Partners
Law firms have a wealth of untapped talent at the senior associate (SA) level. If partners could let go a bit more, so much more could get done and margins would be improved. For SA’s, I’m not talking about … Continue reading
Building a Successful New Practice Group – a detailed study into why most initiatives fail and the factors critical for success
Most firms are finding it difficult to build new practice groups and are disappointed at the rate of progress. Many blame the fact that their firm’s ‘brand name’ works against them. But we were not sure that was a valid … Continue reading
How to Create a Successful Business Development Culture in Law Firms
It’s your heads of practice groups that should drive BD activity – or else they might drive away your best associates Client partners and heads of practice areas play a key role in influencing the BD performance of the people … Continue reading
Business Development Training – Getting More Bangs for Your Buck!
Law firms are using a number of different ways of improving the business development skills in their practice groups, particularly during this downturn. But are some training formats better than others? Sherwood PSF Consulting ran Breakfast Workshops with speakers from … Continue reading
Posted in Business Development and Selling, Coaching and Training
Tagged BD, Business Development, coaching, L&D, training, value for money
Leave a comment
Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling
As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading
How to Stimulate More Cross Selling Activity in Your Firm…..
Every firm I know wishes they could encourage more cross-selling — keeping business inside the firm that might otherwise go elsewhere. I started a thread on LinkedIn to get views from others and here’s a simple idea that will get … Continue reading
Posted in Business Development and Selling, Strategy
Tagged BD, Business Development, cross selling, Lawyers
Leave a comment
25 Ways to Make Your BD Efforts More Effective – including 5 specific initiatives that I know work
Having run three different in-house BD functions and having had responsibility for delivering value, I offer these ideas for improving marketing effectiveness. Some of them are high level and others are rather more specific. Some are about getting the thinking … Continue reading
To help you find persuasive client benefits when you’re pitching – consider the 5 types of benefit
To help lawyers find the language of benefits, it might be helpful to look at the type of benefits that exist. I believe there are five categories and two different recipients of the messages on benefits, as follows: The first … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development, Lawyers, Selling
Leave a comment
Why should anybody buy your services? The benefits please!
I’m guessing that most of you reading this will have heard about the differences between features and benefits: Features – Writing about you and your firm and its capabilities, typically with no references to the client ( eg We have these … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Lawyers, Selling
1 Comment
Tony Reiss 
You must be logged in to post a comment.