I'm meeting with a client to have a white-paper style discussion about industry issues & trends. How do I turn that into business?
I'm presenting a group education session at a client's office. How can I maximize its marketing value?
Getting a foot in the door
Most companies already have outside lawyers in my practice area.
We’re locked out of a lot of great work because we’re a small firm.
My best client just got acquired by a huge company based elsewhere.
My client notified me I must now compete for work I’ve been doing forever.
My best client is changing jobs, and I don’t know her successor.
Competitors with more prestigious brands are pitching my client. How can I keep the client?
Longtime clients don’t seem to send as much work to us now.
My client is reducing the number of outside firms; I fear we could get squeezed out.
I want to keep in touch with clients, but usually don’t have a reason to call other than “touching base,” which seems lame.
Competitors are making a concerted run at my client.
It's time for me to get serious about business development, but I’m confused about how to get started.
I’ve just been elected partner; there’s pressure on me to start generating more of my own work.
I’m early in my career. How can I contribute to business development?
I need to bring in business, but hate the idea of selling and pitching.
I have to write a marketing plan, but have no idea how to do it other than listing a bunch of random activities.
I have limited time to market myself. How can I become better known in my market?
While working on legal matters, I have lots of client contact, but don’t know how to get business from it.
I have an opportunity to write an article, but I’m really tight on time.
I blog and participate in LinkedIn discussions, but don’t see any business from it.
I’m often invited to speak at industry conferences, but haven’t gotten much business from it.
I can’t seem to get invited to speak at the “right” conferences.
Networking & Events
My firm requires me to attend networking events, which always make me uncomfortable.
My firm is hosting a client reception; I don’t know how to start conversations with the guests.
I’m uncomfortable approaching strangers at events.
I meet people and collect business cards at events, but nothing ever comes of it.
My contacts rarely introduce me to their peers.
I’m on a number of charity- and civic boards, but don’t seem to get clients from them.
Clients are demanding fixed/alternative fees; I'm not comfortable with the pricing discussion.
Competitors have gotten my client interested in fixed pricing. Now I have to come up with a matter estimate.
The GC of my client announced that she must achieve a 15% overall reduction in legal expense, and demands lower rates.
My clients nickel-and-dime me about our bills.
A competitor gave a low-ball estimate for a litigation matter; I don’t know how to combat that.
Rates in my practice area are declining.
Clients are shifting work to lower-priced firms.
Technology & outsourcing are replacing the work I’ve been doing for years, or removing the profitability
I’ve been a decent rainmaker, but what used to get clients for me doesn’t work anymore.
The partner who provided most of my hours just left the firm.
I’ve been marketing to [Company] for years without getting anywhere.
My prospect hires from an approved panel; I can’t get on it.
I’m well known in an industry, but struggle to convert my “fame” into business.
Prospects don’t seem to care that we can do the same quality work at lower rates than [big city firm].
My sales call seemed to go well, but it’s been three weeks since and I’ve heard nothing from the prospect.
Everybody at the client agrees that they need to solve this problem, but they can't seem to make a decision.
I have a sales call scheduled, and i’m not confident about how to handle it.
I can’t get my colleagues to cross-sell me to their clients.
My referral network doesn’t produce much business anymore.
I have social relationships with senior counsel & executives but can’t seem to convert those into business relationships.
I just learned that a friend is now CFO at a big company, but I don’t know how to approach him without risking the friendship.
I have lots of social relationships with decision-makers who’ve never given me business.