7 business development tips every lawyer should know

7 business development tips every lawyer should know

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Last week, I spoke at a law firm marketing and business development (BD) conference in Dublin. Whilst the audience agreed that possessing excellent BD skills is paramount for any lawyer wishing to be successful in today’s competitive legal markets, it is often hard, even among BD professionals, to get consensus around what those skills/activities are. In my presentation, I boiled it down to seven things.

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Doing structured networking

Undertaking lots of networking among existing clients, potential clients and referrers is crucial to ensuring a flow of new business opportunities. There is no substitute to wearing out shoe leather, getting out and about talking to those who may give you work directly or who may recommend you to others. Face-to-face contact is the key to building trusting relationships with users/buyers of legal services by understanding their problems and suggesting solutions to these. Therefore, the more people you talk to, the more opportunities you will unearth.

However, your networking needs to be structured in order for it to be most effective. In other words, you need a strategy. This needs to be formulated on the basis of: “What am I selling, to whom and why should

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About the author:

Kevin Wheeler has been advising professional services firms on all aspects of marketing and business development for nearly 30 years. As a consultant he helps firms to manage and grow their key clients as well as to win new ones. As a certified coach with WABC he works with partners and those approaching partnership to improve their BD skills.