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Survey: What Is Your Firm’s #1 Business Goal in 2018?

Written by Allan Colman on .

For our first 2018 U.S. and Canada LAW FIRM PRIORITIES SURVEY, please answer this 1 question. We will provide the results to our readers.[vc_raw_html]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[/vc_raw_html][rs_space height=”50px”][vc_row cover=”no” fluid=”yes” padding=”pt-70 pb-70 pt-xs-50 pb-xs-50″ bgcolor=”#eaeaea”][vc_column width=”1/6″][rs_space height=”10px”][vc_column width=”2/3″]To talk for a few minutes about how the trends for 2018 might impact your firm, or a 30 minute assessment of your firm’s positioning, please contact us (if you prefer to call…).

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If You Chase 2 Rabbits, You Will Not Catch Either One !

Written by Allan Colman on .

In our business development advisories and workshops, we provide an alternative to this Russian Proverb, “If you chase 2 rabbits, you will not catch either one.”‘

You must know:

  • Six critical elements of exceptional leadership;
  • How to create sustainable revenue growth;
  • What it takes to build a strategic, competitive advantage;
  • Define and use your identity capital;
  • Improve your value and client experience;
  • Ensure your systems capture leadership’s Growth Objectives.

For a free, 30 minute consultation, contact us below:

“Chase Relationships, Not Work!”

Written by Allan Colman on .

“Chase relationships, not work” is a direct quote from a Lendingham Chalmers LLP. attorney. She recognizes that a large percent of new work comes from clients and referrals, some say as much as 50% per year. So build away!

You may ask what are the basic elements of building and keeping a relationship?

* Understand their business;

* Who are their top competitors?

* What new products or services are in development?

*Are there internal pressures your client must overcome?

*Think business value — their value needed.

So beyond knowing a birthday, their kids sports, their favorite vacation spot, build the business relationship with knowledge of their business – it is key to them.  For more, read Own the Zone,  available on our website.

Eat Lunch With the New Kids – New Business Development

Written by Allan Colman on .

More new business development clues from 55Words, “eat lunch with the new kids.”  Begin building relationships with the newer members of your firm, making them feel welcome and comfortable asking you for advice.

Other important clues include:

  •  Never eat lunch at your desk, if you can avoid it.
  • Know at least one good joke.
  • If you offer to help, don’t quit until the job is done.
  • And, the best way to get on your feet is to get off your ass!

Use this 3 post series to provide clarity, focus and execution for your new business developers.

Never Park In Front of a Bar

Written by Allan Colman on .

“Never park in front of a bar” is one of the “55 Wise Words” for successful marketing.  You are urged to go deep to understand the message.  This is the first in a series which will contain several of the wise words.  We use them with our marketing and business development advisory and success training, especially with 4-6 year Associates.

  • Never cancel dinner plans by text message!
  • Don’t knock it ’til you try it.
  • There are plenty of ways to enter a pool.  The stairs are not one of them.

Stay tuned for more!!

Have You Read the Millennial Dictionary?

Written by Allan Colman on .

Have you read the Millennial Dictionary?  Did you even know one existed?  In order to help you understand and work with them,  here are a few new additions to our vocabulary:

  • Trolls
  • Thirsty
  • Xennials
  • Salty
  • Swerve
  • Sorry, not sorry
  • Bounce
  • Because duh!
  • Yaaas
  • Adulting

For more on millennials in the workplace, contact us.

Turn Clients Into Advocates for Your Firm

Written by Allan Colman on .

Continue building relationships and turn your clients into advocates for your firm.  There are multiple tactics to use including:

  •  Find out by conducting regular client satisfaction visits or discussions to enhance client retention opportunities.
  • Focus on more than just what you are doing now.   Cross-selling other practice group services is a solid approach to marketing.
  • Keep adding benefits to your services.   While performing a service or conducting a client interview, keep notes on issues that you are spotting.  Give your clients something extra by arranging a lunch to go over these issues, without charging a fee, of course!
  •  Participate rather than just attend.  Selling success requires you and others to attend and actively participate rather than just buying tables at dinners or offering tickets to sporting events.

Add your own ideas to this list, but do/do them!

What % of New Business Should Come From Clients and Referrals?

Written by Allan Colman on .

According to a Harvard Business Review blog, 50 % of your new business, EVERY YEAR, should come from clients and referrals.  We approach client retention by turning them into important advocates and spokespeople for your firms.

There are 3 Rules of Client Retention,

  1.  Communicate
  2.  Communicate
  3.  Communicate.