Author: Allan Colman

Business Development Training for Lawyers

Written by Allan Colman on March 14, 2013. Posted in Allan Colman.

WHETHER your firm is looking for support with client retention, closing skills, sales or network development, or your partners and marketing leadership are looking for additional business development support, our training sessions pave the way to results.

WHETHER yours is smaller firm or you have multiple offices, one of the key elements of a successful marketing strategy is the ability to ensure that all of your professionals are on the same page. Even though our rapid assessment and strategic action plans are straightforward, THERE IS OFTEN ROOM FOR IMPROVEMENT BY INDIVIDUALS.

THAT’S WHERE our business development strategy and training phase begins. For details, www.allancolman.com.

THE THIRD STEP IN LEAD GENERATION

Written by Allan Colman on March 5, 2013. Posted in Business Development.

In the last 2 columns, we reviewed our RAPID ASSESSMENT, and STRATEGIC ROAD MAP. This final step is:

BUSINESS DEVELOPMENT TRAINING

WHETHER yours is a smaller firm or you have multiple offices, one of the key elements of a successful marketing strategy is the ability to ensure that all of your professionals are on the same page. Even though the Closers Group Rapid Assessment and Strategic Action Implementation programs are straightforward, there is often room for improvement by individuals.

THAT’S where our business development strategy and training phase begins.

WE ARE READY to customize a program for you. Contact us for a free initial consultation.

LEAD GENERATION — THE FIRST OF THREE STEPS

Written by Allan Colman on February 14, 2013. Posted in Business Development.

LAST column discussed what a business development approach should be. It includes 3 basic steps. The first one is:

RAPID ASSESSMENT

IF IT SOUNDS straightforward, it is. It serves as the first step toward lead generation, providing a platform from which clients grow. And most importantly, it provides a tool to measure progress and successes.

IDENTIFICATION of effective and underutilized assets builds on interviews with a firm’s management, professionals and associates. We assess the current business development strategies. Brainstorming with firm management on client development and marketing opportunities ensues.

A TIMELINE is built in order to track implementation of the actions, results, and individual assignments.

NEXT column will cover the second step, STRATEGIC BUSINESS ROADMAP.

HERE’S A DIRECT SALES PITCH

Written by Allan Colman on February 14, 2013. Posted in Asking for Business, Business Development.

One of the first questions that any firm should ask when they consider working with a business development consultant is about the consultant’s approach: what do they do differently that will help you to see real results from your lead generation efforts?

At the Closers Group, we help clients achieve results using a three-phase approach 1) analysis with Rapid Assessment; 2) Strategic Business Road Map; 3) business development strategy and training that builds on the first two.

Once we know what is working for a firm and have identified where there is room for growth, we work with firm management and marketing professionals to establish and prioritize target prospects, create a timeline action program, recommend refinements for collateral and pitch materials, and provide direction for closing new business.

Each of our next columns will address the 3 steps to Growing New Business.

INDIVIDUAL MARKETING PLANS – A WASTE OF TIME

Written by Allan Colman on February 2, 2013. Posted in Law Firm Marketing, Marketing for Law Firms, Marketing Partners.

Rather than individual marketing plans, why not consider asking the professionals at your firm to make a BUSINESS GENERATION COMMITMENT. When done quarterly, the five-line commitments discussed in our previous 2 columns (or 10 if you include an additional five lines for a review of what was accomplished during the previous quarter) would:

* Shift the focus from marketing the firm to growing new business.
* Provide management with a simple tool to review, support and advise each professional with
regard to his or her actions or non-actions.

Business development goals should be smart goals, specific, measurable, attainable, realistic and time-
-based. A BUSINESS GENERATION COMMITMENT system is very smart. Need help getting started?

HOW TO GET THOSE 2,000 CONTACTS IN ONE YEAR

Written by Allan Colman on January 15, 2013. Posted in Allan Colman.

If your firm required each attorney to commit 5 business development actions per quarter, what could they be?

* HOLDING meetings with new prospects or current clients who might need new services;
*DELIVERING speeches;
*WRITING and submitting articles for publication;
*PERFORMING follow-up via phone or in writing;
*ATTENDING conferences;
*PARTICIPATING on a panel discussion.

WITH just 5 actions a quarter, a firm of 100 would have 2,000 contacts, leads and opportunities generated in just one year. A firm of 10 would have 200 contacts. No matter the size, your profile and opportunities grow and grow. Get to it!

2,000 CONTACTS IN ONE YEAR

Written by Allan Colman on January 14, 2013. Posted in Allan Colman.

MANY professionals devote a great deal of time and effort into creating individual marketing plans. Yet many firms acknowledge that there is little response to these plans — and even less follow up. What if the time, energy and money that go into creating these plans could be better spent?

WOULD it surprise you to learn that these plans could be greatly condensed? What if I told you that at least for the first iteration, these could be reduced to a mere 5 lines?

MANY firms would be at an advantage if, at the beginning of each quarter, each professional were required to commit to 5 business development actions taken from a list?

TUNE in to the next column for the those 5 actions and how a firm could hit a target of 2,000 contacts per year.

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Written by Allan Colman on May 22, 2012. Posted in Uncategorized.

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