Effective business development has become one of the primary keys to a successful legal career. Despite what many people think – or have been led to think – business development doesn’t have to be difficult, expensive or time consuming – and the return on investment can be substantial.
So what is the payoff for business development? Besides the benefits of building long, profitable relationships and loyal, happy Clients, surveys by the BTI Consulting Group further quantify the results. Their research asserts that each hour per week devoted to business development can yield up to $23,400 in additional fee revenue per year.
Great salespeople are in the customer success business, and a sale is just the pleasant byproduct of helping your clients succeed. This is great news for attorneys who bristle at the thought of ‘selling.’ It’s also one of the core concepts in Julie Thomas’ book, “ValueSelling: Driving Up Sales One Conversation At A Time.”
Clients today aren’t looking for smart lawyers or even superior legal services – they are looking for value. As the business climate has changed, clients have access to more information and alternatives than ever before. They can do business with your competitors,