Stage One: Dezurve business development content library
Welcome, and thank you for choosing Dezurve to offer business development education to all your firm's attorneys, and to identify those who deserve additional training/coaching investment.
Your license is defined by the Dezurve Terms of Service. By providing the .csv file containing the names and addresses of intended registrants, you accept and agree to these terms.
You are the designated Firm Administrator for both Dezurve and RainmakerVT. Once you've received confirmation that your Firm Administrator account has been established, follow the instructions below.
Enable Attorney Registration
Send a .csv file containing the names and email addresses of all your firm's attorneys (include any BD or Marketing staff to whom you wish to grant Library access) to firstname.lastname@example.org. This enables individual registration for all attorneys.
If you omitted any, or when lawyers join your firm after this step, don't worry, you can add them any time. Dezurve will accept registration from any email address with your firm's domain.
Send a .csv containing names and email addresses of all attorneys to email@example.com
We'll upload those to your Dezurve account, which enables individual lawyer registration.
We'll send you an invoice for $15 per lawyer per year, based on the number of email addresses in the .csv file. (No charge for your staff members.) Invoices are payable in US dollars.
Let your lawyers know about the opportunity the firm has created for them. Modify the communications below as you wish.
Initial email announcing the Dezurve program
Subject: Business Development Education Library
You’ve seen the articles about the intense competition we face every day, and how important it is for lawyers to have the business development skills required to help get the right clients and sufficient revenue to assure the future we all want.
We believe that a percentage of our lawyers are serious about learning these critical skills, and we’re going to invest in them. However, we don’t know what percentage, or who those lawyers are. To answer these questions fairly, and to create an equal opportunity for all our lawyers to earn training and coaching investment by demonstrating their seriousness of purpose, we’ve established a self-selection approach.
Learning and skill development is a three-step ladder. Each successive rung has a different function, with different expectations, at increasing cost.
Shortly, we’ll invite you to begin at the first rung, Education, with access to a Business Development Education Library. It contains articles, blog posts, white papers, podcasts and other content on a broad array of marketing and sales topics, contributed by leading BD consultants. The library is cloud-based, so you can access it anytime, from any connected device.
There is no structured curriculum. Consume what’s relevant to your circumstances. No one will coerce you to participate. If you desire additional training or coaching, you’ll earn that by your activity. If you don’t, you won’t. Each lawyer’s activity in this Library will inform the firm’s decisions about who will receive additional investment at the progressively more costly Training and Coaching levels.
Email to lawyers re: individual Dezurve access
Subject: Access to Dezurve BD library
Recently, you received an email from [firm administrator] informing you that you’d be given access to a Business Development Education Library. You’re under no obligation to participate, and nobody will nag you to do so. However, for those who are serious about learning BD skills, and aspire to have the firm provide additional support, this Library is an opportunity to demonstrate seriousness of purpose, which will influence the firm’s decisions about which lawyers deserve more costly additional investment such as online training or human coaching.
Click here to register for the Dezurve Library. Use your firm email address. (Gmail or other personal addresses won’t be accepted.)
When you login, you’ll see the menu of library topics. Click on any to see the list of articles within that category. Click on each article to view it.
There’s a short quiz associated with each article. We encourage you to reinforce what you learned by referring back to the article to obtain the correct answer.
Please rate each article, using the five-star system you're familiar with.
If you have any questions about this program, please contact [firm administrator] at [phone], [email].
For system questions or help, please click the small red circle at the bottom right of each page for live chat, which is available 9:00 a.m. - 6:00 p.m. Pacific time. (While not guaranteed outside those hours, Mike may well respond, so give it a try.)
If you have any questions, or experience any difficulties with Live Chat, your staff and you can call Mike O'Horo at 703-965-2223 from 9:00 a.m.- 6:00 p.m. Pacific time.
Stage two: RainmakerVT Online Training
Dezurve's library serves the Education component, which is Stage One of the three-stage learning mission (Education, Training, Coaching). Those who demonstrate that they're serious about learning will progress to Stage Two, which is RainmakerVT online training via video lessons and interactive simulations.
When lawyers satisfy your Stage One criteria and earn the right to advance to Stage Two, let us know. We'll set up a private location on our server for all your firm's training activity. After we train you on the RainmakerVT administrative system, you'll be able to grant course access to lawyers yourself, in one of three ways:
- A lawyer has satisfied your requirements at the Education stage, and has "graduated" to the first of two successive 3-month guided programs.
- A lawyer has performed according to your standards on the first 3-month RainmakerVT curriculum, and you grant access to the second 3-month curriculum.
You can promote lawyers to Stage Two at any time, as many as are appropriate. Each month, we'll bill you $250 for each lawyer promoted to a 3-month Stage Two training curriculum during that month.
Here's what the two successive Stage Two programs look like:
Schedule this training with Trish Wilson (firstname.lastname@example.org). It typically takes 45-60 minutes to complete.
In a 30-minute conference call, Mike O'Horo will coach your biz dev managers how to provide just-in-time support for lawyers who are enrolled in one of the two three-month RainmakerVT guided weekly programs, i.e., direct them to specific courses that support activities to which lawyers have already committed. For example, a lawyer is going to a networking event next Thursday night. Your BDM can approach that lawyer and direct her to the Networking Event simulation. Then, the day after the networking event, the BDM can debrief her and, if she's succeeded in finding a prospect who has agreed to speak with her after the event, direct her to the Next Steps Meeting simulation.
If you haven't already done so, I encourage you to subscribe to the following feeds:
Described by one Executive Committee member as "the leaves on the ground that prompt me to look for a rake," these are descriptions of situations that lawyers commonly face, correlated to the relevant RainmakerVT courses and simulations. Your BD staff should familiarize themselves with these. There's also a keyword search function.
Delivered each Tuesday by email, these practical, nuts-and-bolts marketing and sales tips have been published continuously since 1995. There's a searchable archive of all 700-odd posts.