The Lawyer S Field Guide To Effective Business Development

Author : William J. Flannery
Publisher : American Bar Association
Page : 170 pages
File Size : 42,6 Mb
Release : 2007
Category : Business & Economics
ISBN : 159031736X

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The Lawyer's Field Guide to Effective Business Development by William J. Flannery Pdf

This is a practical business development and sales skills handbook that helps lawyers obtain additional business for their firms. Author Bill Flannery, a recognized leader and true pioneer in legal business development, helps lawyers identify the skills needed to increase client loyalty, increase business from loyal clients, and become the client's trusted advisor. For beginners, the field guide provides practical advice on how to develop basic skills and build confidence. Intermediate-level business developers will benefit from self-assessment tools that provide clear insight into what they are doing well and what they need to do differently, with specific tools and resources that will help them improve. Advanced-level business developers will benefit from advice about sophisticated techniques not currently available elsewhere in published materials geared to the legal profession.

Author : Sharon D. Nelson,John W. Simek,Michael C. Maschke
Publisher : American Bar Association
Page : 236 pages
File Size : 40,9 Mb
Release : 2009
Category : Law
ISBN : 1604423218

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The 2009 Solo and Small Firm Legal Technology Guide by Sharon D. Nelson,John W. Simek,Michael C. Maschke Pdf

Author : Sharon D. Nelson,James A. Calloway,Ross L. Kodner
Publisher : American Bar Association
Page : 240 pages
File Size : 43,8 Mb
Release : 2009
Category : Law
ISBN : 1604425733

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How Good Lawyers Survive Bad Times by Sharon D. Nelson,James A. Calloway,Ross L. Kodner Pdf

The weak economy and large number of firm layoffs have resulted in a flood of potential new solo and small firm lawyers starting their own practices in the wake of the exodus from BigLaw. Small practice lawyers, well seasoned or just starting out, can gain immeasurably by just applying even a few of the myriad tips within this book.

Author : Sally J. Schmidt
Publisher : ALM Publishing
Page : 324 pages
File Size : 54,7 Mb
Release : 2006
Category : Law
ISBN : 1588521362

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Business Development for Lawyers by Sally J. Schmidt Pdf

Whether 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

Author : Stephen Revell
Publisher : Unknown
Page : 339 pages
File Size : 42,7 Mb
Release : 2020-04-20
Category : Law
ISBN : 1787423344

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Business Development by Stephen Revell Pdf

In an increasingly competitive landscape and with challenges from disrupters, the Big 4 and technology, business development has a pivotal role in a law firms' strategic success and their ability to stand out from the crowd. The second edition of Business Development: A Practical Handbook for Lawyers, edited by Stephen Revell from Freshfields, revisits the theory, tools and skills needed to implement effective business development in law firms today. Content covers the practical elements - such as what the perfect pitch looks like - as well as the strategic elements, including the variety of structures and approaches to business development at law firms of all sizes. New chapters focus on technology and digital presence, as well as key client relationship management and the importance of emotional intelligence in successful business development and client retention. Listening to clients is also a key factor in business development, but how often do we really do so? In this edition, client interviews remain an important feature, and we also hear from 10 new General Counsels on what successful business development looks like to them. Business Development: A Practical Handbook for Lawyers is a one stop-shop on business development for law firms, marketing teams and lawyers in private practice. It will also be of interest to in-house lawyers, academics and other professional services providers.

Author : Liz M. Weiman
Publisher : American Bar Association
Page : 244 pages
File Size : 44,9 Mb
Release : 2008
Category : Computers
ISBN : STANFORD:36105064262277

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The Lawyers' Guide to Concordance by Liz M. Weiman Pdf

In this age, when trial outcomes depend on the organization of electronic data discovery, The Lawyer's Guide to Concordance reveals how attorneys and staff can make Concordance the most powerful tool in their litigation arsenal. Individuals who are new to Concordance can get up-to-speed quickly, by following its step-by-step instructions, exercises, and time-saving shortcuts. For those already working with Concordance, this comprehensive resource provides methods, strategies, and technical information.

Author : Catherine Alman MacDonagh,Beth Marie Cuzzone
Publisher : American Bar Association
Page : 150 pages
File Size : 41,5 Mb
Release : 2007
Category : Business & Economics
ISBN : 1590318307

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The Law Firm Associate's Guide to Personal Marketing and Selling Skills by Catherine Alman MacDonagh,Beth Marie Cuzzone Pdf

This first volume in the Law Firm Associates Development Series focuses on personal marketing and sales skills, and will cover these topics: building a practice; how to create a personal marketing plan; how to find people within a target market; how to prepare for a prospective client meeting; strategies when meeting with clients; how to ask for business; how to use the end of a matter as a marketing opportunity; how to retain clients; and how to effectively network inside and outside the firm. Both authors currently work as Directors of Business Development in law firms where their responsibilities include extensive in-house coaching and training of attorneys at all levels. In this guidebook, they share their best advice and instruction compiled from their own experience as well as from that of many industry thought leaders.

Author : Gary Walker
Publisher : McGraw Hill Professional
Page : 224 pages
File Size : 41,8 Mb
Release : 2013-04-19
Category : Business & Economics
ISBN : 9780071808064

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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Gary Walker Pdf

The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers: The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the "point of need" Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.

Author : Linda Pinson
Publisher : American Bar Association
Page : 128 pages
File Size : 53,7 Mb
Release : 2008
Category : Business planning
ISBN : 1604421444

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The Lawyer's Guide to Creating a Business Plan by Linda Pinson Pdf

Author : Lothar Determann
Publisher : Edward Elgar Publishing
Page : 280 pages
File Size : 41,9 Mb
Release : 2020-01-31
Category : Law
ISBN : 9781789906196

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Determann’s Field Guide To Data Privacy Law by Lothar Determann Pdf

Companies, lawyers, privacy officers, compliance managers, as well as human resources, marketing and IT professionals are increasingly facing privacy issues. While information on privacy topics is freely available, it can be diffcult to grasp a problem quickly, without getting lost in details and advocacy. This is where Determann’s Field Guide to Data Privacy Law comes into its own – identifying key issues and providing concise practical guidance for an increasingly complex field shaped by rapid change in international laws, technology and society.

Author : Denis Kudriashov,Kim Montes
Publisher : Unknown
Page : 221 pages
File Size : 40,9 Mb
Release : 2014-07-23
Category : Electronic
ISBN : 1631921258

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The Partner's Guide to Business Development by Denis Kudriashov,Kim Montes Pdf

Lawyers in the 21st century are facing a problem that is relatively new to them: how can they effectively market the services of their firm while still maintaining the day to day rigors of a practice? After all, these ladies and gentleman trained to practice law, not marketing. If you are a law firm looking to reach out to new markets or to expand the relationships you already have with your clients, The Partner's Guide to Business Development can help you do just that.The Partner's Guide to Business Development attempts to help both established and developing firms solve this problem by enabling them to differentiate and grow their practices, which allows them to boost not only profitability but visibility as well.The manuscript not only addresses marketing from a perspective that is unique to the legal profession but also goes a step further by addressing such topics as how to handle public relations, what "thought leaders" are and how a firm can become one, and what to do when you are offered a government contract.

Author : Tom McMakin,Doug Fletcher
Publisher : John Wiley & Sons
Page : 194 pages
File Size : 48,8 Mb
Release : 2018-02-14
Category : Business & Economics
ISBN : 9781119434757

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How Clients Buy by Tom McMakin,Doug Fletcher Pdf

The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Author : David King Keller
Publisher : Unknown
Page : 556 pages
File Size : 45,5 Mb
Release : 2016
Category : Law firms
ISBN : 1634250842

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Building Rainmakers by David King Keller Pdf

Author : Mary Koloroutis,Jayne A. Felgen,Susan Wessel,Colleen Person
Publisher : Creative Health Care Management
Page : 736 pages
File Size : 49,8 Mb
Release : 2007-10-01
Category : Medical
ISBN : 9781886624542

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Relationship-Based Care Field Guide by Mary Koloroutis,Jayne A. Felgen,Susan Wessel,Colleen Person Pdf

This follow up title to the award winning Relationship-Based Care: A Model for Transforming Practice shows readers how Relationship-Based Care transforms the culture of care delivery. Written as a field guide, this book will inspire those who are working on the critical relationships that deliver superior care. The Relationship-Based Care Field Guide gives readers a sense of what It’s like to be part of an organization that never stops evolving. Long after Relationship-Based Care is alive and thriving in your organization, it will continue to grow and change. It is an essential resource, no matter where you are on your RBC journey!

Author : Richard A. Danner
Publisher : Routledge
Page : 416 pages
File Size : 41,6 Mb
Release : 2016-03-03
Category : Language Arts & Disciplines
ISBN : 9781317028215

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The IALL International Handbook of Legal Information Management by Richard A. Danner Pdf

Around the world, legal information managers, law librarians and other legal information specialists work in many settings: law schools, private law firms, courts, government, and public law libraries of various types. They are characterized by their expertise in working with legal information in its many forms, and by their work supporting legal professionals, scholars, or students training to become lawyers. In an ever-shrinking world and a time of unprecedented technological change, the work of legal information managers is challenging and exciting, calling on specialized knowledge and skills, regardless of where in the world they practice their profession. Their role within legal systems contributes substantially to the administration of justice and the rule of law. This International Handbook addresses the policy and strategic issues with which legal information managers and law librarians need to engage in the context of the diverse legal environments in which they work. It provides resources, analysis, and considered studies on an international basis for seasoned professionals, those about to enter the field, and anyone interested in the evolution of legal information in the twenty-first century.