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Business Development in Today's Economy
Deliver Value
When the meeting closes, you want your client to leave with a better understanding of their own situation. This means you'll have to give a little free advice. Consider this free advice an'investment in your future, as it will likely make the client more confident about hiring you.
Start With Opening Arguments
When you make it to the CLOSING ZONE, it's important not to waste time on facts about yourself and your business. Start with what you can do for the client, how your strategy will help them to be successful, and how it's going to play out.
Understand Needs
Top executives are often the toughest crowd to win over, so you need to understand
their needs too. Find out what kind of pressure they're facing, who is looking over their shoulders, what their competitors are doing. Developing a sense of understanding about the pressures and challenges facing executives will give you greater insight into the best way to approach them, ultimately fostering open communication and a better relationship among parties.
Using any or all of these tactics will provide the client with more reasons to hire you while showing your interest and commitment to their company. By combining educated risks with tried and true presentation and meeting tactics, you'll be better able to diversify and perfect your sales techniques making your firm more attractive to prospects.
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Deliver Value
When the meeting closes, you want your client to leave with a better understanding of their own situation. This means you'll have to give a little free advice. Consider this free advice an'investment in your future, as it will likely make the client more confident about hiring you.
Start With Opening Arguments
When you make it to the CLOSING ZONE, it's important not to waste time on facts about yourself and your business. Start with what you can do for the client, how your strategy will help them to be successful, and how it's going to play out.
Understand Needs
Top executives are often the toughest crowd to win over, so you need to understand
their needs too. Find out what kind of pressure they're facing, who is looking over their shoulders, what their competitors are doing. Developing a sense of understanding about the pressures and challenges facing executives will give you greater insight into the best way to approach them, ultimately fostering open communication and a better relationship among parties.
Using any or all of these tactics will provide the client with more reasons to hire you while showing your interest and commitment to their company. By combining educated risks with tried and true presentation and meeting tactics, you'll be better able to diversify and perfect your sales techniques making your firm more attractive to prospects.
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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.