Last week:

You should have completed:

New:

  • Profiling Optimal Prospects [Getting Found]

Refresh:

  • How to Maximize a Speaking Engagement [Getting Found]

Practice:

  • Earning the Right to Advance: Next Steps Meeting [Getting Found]

Validate:

  • Decision Process, Step 3: Stakeholder Alignment

If you didn’t complete everything, please take time to do so this weekend so you don’t fall behind.


Next week:

New:

  • Getting Inside the Tent: Identifying Alternative Entry Points [Getting Found]

You can't talk to a company, only to persons within a company. So, who is the best person to meet with to pursue business with a company, and why would they want to speak with you, much less introduce you to others?

OK, that wasn’t fair; it’s a trick question. There is no single right answer, no single “best” contact. In a modern company, many people have a stake in the problem you solve, and most of them can provide you with an entry point.

There's a wrong answer, though: Lawyers spend far too much time marketing to other lawyers, whether corporate counsel or presumed referral sources. There are better destinations that offer fewer barriers and less competition.

While your competitors are wasting their time and getting frustrated waiting around forever for an audience with Ms. Big, you’ll have learned about all the others who’ll not only get you in the door, but who’ll also become valuable intelligence sources and guide you through the often byzantine world that makes up the prospect’s decision culture and -process.

There are many more ways to get in than most lawyers are aware of, and many more people who want to help you get in – because it's good for them! You’ll mobilize this internal cadre to make your life easier.

Refresh:

  • Contacts & Referrals: Gaining Access to Decision-Makers [Getting Found]
  • Door Opener: Associating Yourself with Issues That Drive Demand [Getting Found]

Practice:

  • Earning the Right to Advance: Next Steps Meeting [Getting Found]

Validate:

  • Decision Process, Step 3: Stakeholder Alignment [Getting Chosen: Ready Mode]