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FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – “The Power of Thinking Without Thinking” – is critical to understanding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFP, or engaging with a prospect on anylevel, snap decisions are made within 2 seconds. That's right: the first two seconds can be all it takes for a potential client to make a snap decision about a lawyer, a law firm, or a legal consulting proposal. if the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative resonse, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “blink” factor is. Therefore, if you're looking for business development training, be sure to focus on training that emmphasizes presenting your understanding of a prospect's business within the first moments of any discussion. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability to set the right tone for developing business. For more details, go to www.closersgroup.com/blog
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – “The Power of Thinking Without Thinking” – is critical to understanding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFP, or engaging with a prospect on anylevel, snap decisions are made within 2 seconds. That's right: the first two seconds can be all it takes for a potential client to make a snap decision about a lawyer, a law firm, or a legal consulting proposal. if the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative resonse, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “blink” factor is. Therefore, if you're looking for business development training, be sure to focus on training that emmphasizes presenting your understanding of a prospect's business within the first moments of any discussion. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability to set the right tone for developing business. For more details, go to www.closersgroup.com/blog
Top 5 Strategies for Managing the End-of-Year Collections Frenzy
End of year collections are crucial for law firms because they allow them to maximize their revenue for the year, impacting profitability, partner distributions and bonus calculations by ensuring outstanding invoices are paid before the year closes, which is especially important for meeting financial targets and managing cash flow throughout the firm.
The Self-Service Buyer Is On the Rise
Law firms and companies in the professional services space must recognize that clients are conducting extensive online research before making contact. Prospective buyers are no longer waiting for meetings with partners or business development professionals to understand the firm's offerings. Instead, they are seeking out information on their own, and they want to do it quickly and efficiently.
Should Large Law Firms Penalize RTO Rebels or Explore Alternatives?
Through a balanced approach that combines incentives with accountability, firms can navigate the complexities of returning to the office while maintaining productivity and morale.
Sink or Swim: The Evolving State of Law Firm Administrative Support
The paradigm of legal administrative support within law firms has undergone a remarkable transformation over the last decade. But this begs the question: are the changes to administrative support successful, and do law firms feel they are sufficiently prepared to meet future business needs?
Tax Treatment of Judgments and Settlements
Counsel should include in its analysis of a case the taxability of the anticipated and sought after damages as the tax effect could be substantial.