Rely on the most comprehensive, up-to-date legal content designed and curated by lawyers for lawyers
Work faster and smarter to improve your drafting productivity without increasing risk
Accelerate the creation and use of high quality and trusted legal documents and forms
Streamline how you manage your legal business with proven tools and processes
Manage risk and compliance in your organisation to reduce your risk profile
Stay up to date and informed with insights from our trusted experts, news and information sources
Access the best content in the industry, effortlessly — confident that your news is trustworthy and up to date.
Find up-to-date guidance on points of law and then easily pull up sources to support your advice with Lexis PSL
With over 30 practice areas, we have all bases covered. Find out how we can help
Our trusted tax intelligence solutions, highly-regarded exam training and education materials help guide and tutor Tax professionals
Regulatory, business information and analytics solutions that help professionals make better decisions
A leading provider of software platforms for professional services firms
In-depth analysis, commentary and practical information to help you protect your business
LexisNexis Blogs shed light on topics affecting the legal profession and the issues you're facing
Legal professionals trust us to help navigate change. Find out how we help ensure they exceed expectations
Lex Chat is a LexisNexis current affairs podcast sharing insights on topics for the legal profession
Discuss the latest legal developments, ask questions, and share best practice with other LexisPSL subscribers
I have spent more than 20 years advising law firms on marketing and business development (BD) and now spend a lot of my time coaching lawyers to become more effective at BD. Without this key skill, you will never make partner or, once there, move to the
top of the equity.
During my time, these behaviours have set great business developers apart from the rest.
Doing lots of 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 for wearing out shoe leather, getting out-and-about and 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 and this needs to be formulated on the basis of: “What am I selling, to whom and why should they buy from me/my firm?”
Randomly bouncing around the marketplace handing out business cards to all and sundry is unlikely to be a fruitful approach to BD.
Having great interpersonal skills
We all remember those who we meet who create a great first impression with us: a firm handshake, a warm smile, an engaging personality and an interest in us are all factors which help to leave an abiding memory of someone who we enjoyed meeting. The same
applies to BD – you only have one chance to make a good first impression and those that are good at BD usually have these great interpersonal skills.
By the way, this doesn't mean you have to be a complete extrovert, just someone who comes across as professional, confident, fr
Access this article and thousands of others like it free by subscribing to our blog.
Read full article
Already a subscriber? Login
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.
0330 161 1234