Viewing entries tagged
lawyer business development

Your bio: Focus on outcomes, not output

Your bio’s job is to cause visitors to conclude that you understand their problems and the context within which they must solve them, and why they hire lawyers. Unfortunately, too few lawyer bios do any of that. Most focus on the work they’ve done, i.e., their output. Here’s how to do better.

How to apply "Challenger Sale" principles to ramp up your success

Gartner research found that a company’s brand, products and services, and pricing are no longer the main drivers behind customers’ purchase decisions. Instead, the greatest differentiator between B2B sellers is the sales experience. Buyers said they want to be challenged to think about things more creatively. As explained in the book The Challenger Sale, the challenger approach is one in which the seller:

  • actively teaches their prospect,

  • tailors their sales process, and

  • takes control of the customer conversation.

The "how" of focus

Everybody is telling lawyers that their business development effort requires focus, but far less is offered about how to do that. Here's the "how."