LEGALBIZDEV CUSTOMIZED SERVICES
For every
lawyer
Speeches: Our speeches will motivate lawyers to consider how their
business development skills might be improved… and what they need to
do to improve them. Our most popular speech, Six ways to increase
results from your limited marketing time, is 60 minutes in length, and
can be customized to meet your needs.
Workshops: How to increase new business by increasing client
satisfaction is a 90 minute session which can be offered to groups of any
size, and includes an optional follow-up program. How to improve your
elevator speech is a two hour session for a maximum of eight people.
Webinars: Legal business development: basic principles and best
practices is a series of six one hour webinars that provides an overview
of best practices from other law firms and from other professions.
For
rainmakers
Coaching: Our 60 day group coaching programs are customized for up
to six lawyers from a single firm who are interested in increasing new
business, and able to commit time to following up. The program
includes a workshop, and eight weeks of scheduled calls, reports, and
unlimited help preparing for business development meetings (including
writing customized question lists for key clients, emails, agendas, and
PowerPoints). It begins with a planning meeting with decision makers,
and ends with a meeting to review results. On August 1, we will
introduce several additional coaching options for individual lawyers.
For associates
Webinars: Business development for associates helps associates
understand what is required to succeed in the current environment, and
provides step by step instructions on where to begin. It is customized to
explain your firm’s policies and expectations.
For practice
groups
Workshop: How to win new business by applying industry intelligence
is a three hour workshop, customized for each practice group. The
program includes 60 days of follow-up for a maximum of eight people.
For business
development
staff
Workshop: How to help lawyers increase results from their limited
marketing time will help business development staff to identify action
items to increase their personal impact. The program includes a three
hour workshop, plus 30 days of follow-up for up to six people.
Trainer certification program: We will train and certify your internal
business development staff to deliver any or all of these LegalBizDev
training and coaching programs. This saves lawyers time and maximizes
business development results.
www.legalbizdev.com
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FOR EVERY LAWYER
Speeches
Our speeches will motivate lawyers to consider which of their skills
might be improved, and what they need to do to improve them. Our most
popular speech, Six ways to increase results from your limited marketing
time, is 60 minutes in length, and can be customized to meet your needs.
It includes:

A brief review of the growing competition for legal services, based on
data from LexisNexis, Hildebrandt, American Lawyer Media, BTI
Consulting Group, the Legal Marketing Association, the Association
of Corporate Counsel, and others.
 Research from the Gallup organization, the Harvard Business Review,
and others on the best ways to increase business development
efficiency.
 Best practices from other law firms and other professions, organized
in terms of “six ways to increase results:”
1. Start with current clients.
2. Listen.
3. Plan advances.
4. Focus on personal strengths.
5. Work with others.
6. Build the right relationships.
Workshops –
Client
satisfaction
The 90 minute workshop, How to increase new business by increasing
client satisfaction, will help lawyers focus on current clients first, identify
action items that are most likely to make a difference to each client, and
find time to follow up. The workshop begins by reviewing key data from
the speech above, and adds an exercise in which each lawyer identifies
action items to increase the satisfaction of their top clients, by selecting
the best practices that best fit each client. This can be offered to groups
of any size.
We also offer an optional follow-up program which includes:
 Asking for volunteers who will be followed up for two weeks.
 Collecting action items from volunteers.
 Quickly working with the relationship attorneys to review and
approve or modify each action item.
 Checking on progress after one week and after two weeks.
 Sending reports to every lawyer in the firm listing the names of
volunteers, approved action items, and each individual’s progress.
This builds accountability and publicizes success.
www.legalbizdev.com
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FOR EVERY LAWYER, CONT.
Workshops –
Elevator
speech
Many lawyers would like to have an “elevator speech” which
summarizes their value proposition in a few short statements, but need
help to quickly craft the most effective message. After completing this
two hour workshop, How to improve your elevator speech, lawyers will
be able to:
 Deliver an elevator speech which they have created for their
own practice.
 List the elements of an effective elevator speech.
 Explain the continuous improvement approach.
This program is designed for up to eight lawyers from a single firm.
The group can include both attorneys who want to improve the elevator
speech they already have, and others who are creating their first
elevator speech. Most of this two hour interactive session will be
devoted to exercises in which each participant drafts elevator speeches
for different situations, and practices and improves them.
Participants will receive handouts outlining:
 Key elements of an effective speech.
 A step by step continuous improvement process to develop,
test, and improve their own.
 A list of customized talking points prepared in advance for
each lawyer: facts about their firm and their practice that
could be included in their elevator speech.
 A copy of Legal Business Development: A Step by Step Guide
by Jim Hassett.
Webinars
Many of our speeches and workshops can be delivered by webinar, to
reach multiple locations at the same time and reduce travel cost.
Individuals can participate from any site where they have an internet
connection and a phone, whether they are telecommuting, traveling, in
their offices, or with a group in a conference room. Our six webinar
series on Legal business development: basic principles and best
practices provides an introductory overview of the process, based on
best practices from other law firms and from other professions. Each
participant will create a personal marketing plan to focus their limited
marketing time on the activities that will produce the fastest results for
their practice, their personality, and their schedule. The six one hour
webinars are typically conducted at a standard time (e.g., 12:30-1:30
Eastern time on the first Tuesday of each month) to maximize the
chances of busy lawyers fitting the presentations into their schedules.
Each participant will receive a copy of Legal Business Development: A
Step by Step Guide and copies of quick references and handouts for
each session. See the section (below) on Associates for a list of the six
core modules.
www.legalbizdev.com
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FOR RAINMAKERS
Our 60 day group coaching program is customized for up to six
lawyers who are interested in increasing new business. Each
participant begins by creating a personal marketing plan to focus their
limited marketing time on the activities that will produce the fastest
results for their practice, their personality, and their schedule. For the
next eight weeks, they work with a coach to increase impact and
efficiency, speed progress with the best prospects, and establish habits
that lawyers can use throughout their careers. Participants can include
experienced rainmakers and lawyers who are just getting started. Each
will receive copies of The Legal Business Development Workbook
(limited to our coaching clients) and Legal Business Development: A
Step by Step Guide.
Deliverables
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Individual
coaching
A planning meeting with decision makers to discuss how the
program should be adapted to help meet each firm’s goals.
A two hour workshop with up to six lawyers. Based on their
practice and personality, each lawyer will begin to answer the
question, What should I do today to increase new business?
A 60 minute, one-to-one meeting with each lawyer after the
workshop to define action items that are SMART (specific,
measurable, achievable, relevant and timed).
For the next eight weeks, the coach will call each lawyer at a
scheduled time to review progress and suggest next steps.
Throughout the eight weeks, lawyers can contact the coach for
unlimited help preparing for business development meetings,
such as writing customized question lists for key clients, emails,
agendas, elevator speeches, and PowerPoint presentations.
A weekly written progress report assures accountability and
motivates lawyers in a friendly competition.
At the end of the coaching, we meet with decision makers to
assess satisfaction and to discuss next steps, including each
lawyer’s personal plan to sustain progress.
A final report, summarizing results and tactics the firm can use to
assure future results.
On August 1, 2007, we will introduce several new coaching programs
for individual lawyers, including books, CDs, teleseminars, weekly
email tips, and more. Each lawyer will work with a personal coach to
increase business development results by focusing on activities that
will produce results for their practice and their personality. Lawyers
will work with coaches by phone, email, and face to face meetings,
choosing the level of support that best fits their schedule and budget.
For details, contact us at 800-49-TRAIN or [email protected].
www.legalbizdev.com
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FOR ASSOCIATES
Different firms have different expectations and policies regarding
associates’ roles in business development. In the Business
development for associates program, we offer a customized series of
six webinars. We modify the content to fit each firm’s expectations
and policies for associates, and produce a customized version of The
Legal Business Development Workbook for Associates to be used to
improve results at your firm.
Approach
The program is offered to associates at all of the offices of a single
firm. Individuals can participate from any site where they have an
internet connection and a phone, whether they are in their offices, with
a group in a conference room, traveling, or telecommuting. The six
one hour webinars are conducted at a standard time, such as during
lunch on the first Tuesday of each month. This maximizes the chances
of busy lawyers fitting the presentations into their schedules.
Over the course of six sessions, each participant will create a personal
marketing plan to focus their limited marketing time on the activities
that will produce the fastest results for their practice, their personality,
and their schedule. Each participant will also receive a copy of Legal
Business Development: A Step by Step Guide and copies of quick
references and handouts for each session.
Content
The content is customized for each firm, building from the base of our
six webinar series Legal business development: basic principles and
best practices. This is “Business Development 101,” an introductory
overview of the process to help associates apply best practices from
other law firms and from other professions. Each one hour module
includes an introductory lecture, a written exercise, and a brief
discussion with one of your most successful rainmakers about how the
principles apply at your firm. The six modules are:
1. Business development basics and best practices
2. How to increase business with current clients
3. The process of finding new clients: From prospecting to
closing
4. How to define your personal marketing plan
5. How to increase results from networking, speaking and writing
6. How to assure follow-up and success
www.legalbizdev.com
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FOR PRACTICE GROUPS
How to win new business by applying industry intelligence is built
around a three hour workshop which is custom designed to help a
single practice group bring in new business. The program includes 60
days of follow-up, and is built around each group’s goals, tactics,
members, and roles. Each participant will receive a copy of The Legal
Business Development Workbook for Practice Groups and a copy of
Legal Business Development: A Step by Step Guide.
Objectives
Learning objectives and action items will be custom designed for each
practice group. For example, participant action items could involve
increasing visibility within the targeted industry, meeting with
potential clients, and focusing on pre-selected industry specific
questions to engage prospects in sophisticated discussions about their
needs.
Deliverables
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www.legalbizdev.com
Kickoff meeting to discuss the practice group’s goals, tactics,
members, and roles.
Training Design (Draft 1) – A short summary of the training
program including audience, learning objectives, content,
instructional approach, schedule, evaluation plan, how to create
buy-in, and criteria for success.
Training Design (Draft 2) – Will incorporate changes based on
feedback from decision makers.
Customized version of The Legal Business Development
Workbook for Practice Groups (Draft 1).
Customized version of The Legal Business Development
Workbook for Practice Groups (Draft 2).
The three hour workshop, Business development tactics for the
___ practice group.
60 days of follow-up with each participant, providing
consultation to increase impact and to assure that action items are
completed.
Weekly reports will be sent to the group, summarizing each
lawyer’s progress on their action items.
A final report to summarize results and next steps.
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FOR BUSINESS DEVELOPMENT STAFF
In our half day workshop, How to help lawyers increase results from
their limited marketing time, business development staff will identify
action items to increase their personal impact. The program includes
30 days of follow-up, to measure the results, and to adjust tactics as
needed. Each participant will receive a copy of The Legal Business
Development Workbook and a copy of Legal Business Development:
A Step by Step Guide. In addition, through our Trainer certification
program your staff can be trained and certified to use professional
training and coaching materials from any or all of our programs.
Audience
This workshop is designed for up to six business development staff at
a single large firm. If participants are based in several locations,
some may participate by webinar.
Content
The workshop content will be customized to meet the needs of each
firm. We typically begin with a review of key principles of
consultative selling, and how to adapt them to increase lawyer buy-in
and efficiency, focusing on six key tactics:
1. Prove the value of starting with current clients.
2. Explain the power of listening.
3. Define advances.
4. Help each individual to apply personal strengths.
5. Form a business development support group.
6. Focus lawyers on building the right relationships.
Deliverables
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Trainer
certification
Kickoff meeting to customize the content and exercises for your
audience and objectives.
A brief outline of workshop time and activities, showing how
the content will be customized for your firm.
A three hour workshop in which each participant identifies
action items for the next 30 days.
30 days of follow-up with each participant to assure that action
items are completed, and to provide consultation to increase
effectiveness.
Three progress reports summarizing participants’ progress on
action items after 2 days, 15 days, and 30 days.
The LegalBizDev Trainer certification program is designed for large
law firms that are looking for innovative ways to help internal
business development staff to perform their jobs more efficiently.
Staff members will be trained and certified to use the materials from
any or all of the LegalBizDev training and coaching programs.
www.legalbizdev.com
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