How many of your clients think of you as being essential to their growth and profits? How many of them see you as a cost to be carefully managed? The difference is huge. Here’s how to tip the personal-brand scales in the right direction.
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Too many lawyers attempt to get on prospects’ calendars to discuss some legal service or another. Without realizing it, they’re asking someone to allocate a portion of a busy day to discuss what, absent any correlation to a business challenge, is irrelevant to that day. This is why it’s hard to get appointments, and why they’re so often rescheduled or cancelled. Here’s a better way.
Despite law firm management’s vociferous declarations that those with no business are in peril, out in the capillaries lawyers behave as if they still believe that billable tasks obviate what should be a survival-driven focus on finding a way to make some type of contribution to revenue generation. Here’s how to get your biz dev effort to the hygiene level.
How do those who buy what you sell recognize that they need you, that you’re relevant to their world and might just know something that would help them and make some part of their professional life better? The easy part is identifying what won’t do that: Legal-service nouns. Here’s a better approach.
Most lawyers are comfortable in a neatly labeled box known as a "Practice Group." Such labeling is typically the first step into the world of Silo Selling. This may provide some context and perhaps even comfort for you. However, most businesspersons think in terms of business challenges or opportunities. These perspectives are not lawyer-centric. Here's how to be more client-centric.