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Vol 21 No 11 Nov/Dec 2016

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Secrets of the Masters: The Business Development Guide for Lawyers


ISBN13: 9781783580255
Published: June 2013
Publisher: Ark Group
Country of Publication: UK
Format: Paperback & CD-ROM
Price: £95.00



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As a lawyer in today's market, you're expected not only to deliver solid legal results, but to drive revenue and consistently source and win new business for your firm.

How to be a great lawyer? You already know. How to be a great rainmaker? We’re about to tell you…

Managing Partner and David H. Freeman, internationally acclaimed business development expert and coach, presents: Secrets of the Masters: The Business Development Guide for Lawyers.

This inspirational handbook is packed with hundreds of proven tools, tips, and techniques for increasing revenue and forging relationships with clients and colleagues that will last you a lifetime. The rainmaking secrets revealed will enable you to:

  • Find practice niches;
  • Apply alternative fees;
  • Accelerate cross-selling;
  • Categorise your key targets;
  • Use social media effectively;
  • Identify and build personal strengths;
  • Deliver exceptional levels of client service;
  • Build powerful internal and external networks;
  • Get client meetings and maximise their effectiveness;
  • Improve lateral success and enhance lateral integration; and
  • Make business development a career-long, sustainable process.
Secrets of the Masters features a highly regarded team of over two dozen law firm marketing and business development experts who offer their insight, experiences, and real-world tips on attracting, retaining, and growing your client base.

Each chapter also includes an extensive range of business development approaches and mini case studies, along with a useful planning worksheet which prompts you to make decisions and take action.

PLUS...Within the complimentary CD-Rom you'll find all the supporting worksheets and checklists featured throughout the book, along with a personal business development plan template to help you tailor your strategies.

Subjects:
Legal Practice Management
Contents:
Chapter 1: Finding niches and developing your strategy
Chapter 2: Growing networks and staying memorable
Chapter 3: Getting and maximizing meetings
Chapter 4: Client loyalty – Delivering exceptional client service
Chapter 5: Cross-selling – Working together to get more work from existing clients
Chapter 6: Maximizing business development for laterals
Chapter 7: Social networking, social media, websites and search engine optimization
Chapter 8: Alternative fee arrangements
Chapter 9: Sustainability techniques