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Business Development Mistake #6 – Pitching Instead of Questioning

Posted by on Category Business Development
Nobody wants to be pitched – especially not potential Clients. Instead, Clients want to be heard. They want to work with attorneys who take the time to listen to them in order to understand their business and their issues. These...
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Achieving CRM Success – What Now?

Posted by on Category CRM
Because trying to process all of the information about CRM success can sometimes seem overwhelming, it can be helpful to keep a few things in mind: 1.    Don’t try to do everything. CRM can do a thousand things… that doesn't mean that it should....
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Business Development Mistake #5 – Focusing on Yourself Instead of the Client

Posted by on Category Business Development
Here is some tough news: the world is full of smart lawyers from great firms who went to top schools and who have all kinds of honors. Being smart and qualified will no longer differentiate you. In fact, almost anyone...
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Business Development Mistake #4 – Failing to Understand and Anticipate Client Needs

Posted by on Category Business Development
To develop business, you have to provide value to Clients. But no two Clients define value the same way. To learn how you can best provide value, you have to understand the Client's unique needs. You accomplish this by learning their...
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Business Development Mistake #3 – Lack of Preparation

Posted by on Category Business Development
Clients want to work with lawyers who understand their business and industry. No good lawyer walks into a courtroom or deal room unprepared. Likewise there is no excuse for failure to adequately prepare for business development. Failing to properly research...
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Business Development Mistake #2 – Confusing Marketing with Business Development

Posted by on Category Business Development
While the lines may sometimes seem blurred between these two vital revenue generating activities, there is an important distinction. Marketing encompasses the strategies and tactics designed to help create or define needs. It can include the creation of various channels...
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