Viewing entries tagged
BD activity

Lawyers: It's past time to track your sales activity

If you don't know what it costs to get a client, you'll waste a lot of time, effort and money drilling dry- or low-yield wells. It's important to track your sales activity so you can discern real opportunities vs. mirages, invest properly in the former, disinvest in the latter, and recognize when your sales process isn't working and needs to change.

Do your BizDev coaching sessions feel like “Groundhog Day”?

Many lawyers pretty much create the Groundhog Day experience with their biz dev coaches. They fail to get the maximum value out of coaching, or waste it outright by not being fully committed and engaged, instead merely going through the motions every week. Here’s how you can tell if you’re doing that.

The importance of “BD activity ratios”

How much time do you have to commit to marketing and sales activity to be successful? Unless you’ve established ratios, you don’t know, and it’s easy to tell yourself that whatever you’re doing is good enough. Here’s how.