2023 Year-End Business Development Series (2 of 2):
Client Growth Strategies for the New Year
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Please contact Erin Kane (ekane@scglegal.com) for presentation materials.
Business development planning is an established strategy for attorneys to build actionable activities that create new client opportunities as well as fuel for practice group pipelines. With 2024 around the corner, it is critical that in the new year attorneys maximize their business development investments while focusing on a deliberate, finite set of activities to target and attract the right clients. Numerous tangible benefits await those who take the time to complete a business plan, including but not limited to:
Clarity of vision. Taking a mere two hours each year to stop and reflect on past matters, client interactions, and industry engagements can help identify trends, opportunities, and prospects.
Clarity of control. Studies show that individuals with business plans tend to be less anxious and procrastinate less than those without plans.
Clarity of focus. Planning is a proven method to align activities and action items with accountability through regular revisiting and revamping of your established ‘to do’ list.
Clarity of action. Planning ensures your time and resources are spent on the best opportunities.
Clarity of success. Planning ensures what you manage, you can measure.
Key takeaways to expect:
- Strategies to capitalize on client growth opportunities
- Relationship-building ideas utilizing a ‘give-get’ strategy
- Ways to formalize relationship-building activities
- How to differentiate your practice and outreach activities from others
Facilitator: Silvia Coulter, Co-Founding Principal, LawVision
Silvia Coulter is widely regarded as one of the legal industry’s most respected sales, key client planning, and leadership experts, previously serving as a strategic account executive and sales leader at a Fortune 50 company and as the chief marketing and business development officer at two global law firms. Today, she is a trusted consultant and facilitator for firms across the globe as well as a sought-after speaker for legal industry events. She is co-founder of the Legal Sales and Service Organization; a past president (elected volunteer) of – and Hall of Fame Award recipient from – the Legal Marketing Association; an elected Fellow of the College of Law Practice Management; co-author of SAM-Legal: Turning Key Clients Into Strategic Accounts and The Woman Lawyer’s Rainmaking Game: How to Build a Successful Law Practice; and co-creator and facilitator of Coaching Advantage© Certification Program, the legal industry’s first business development coaching certification program.
Webinar Date: December 6, 2023