Depending on your business/relationship development goals and strengths, one of your strategies may be to write and share content. When you’re considering augmenting your reputation and building your practice, it might seem counterintuitive to share the spotlight with someone else by quoting or referencing them in your articles and posts, but I’m here to tell you that it’s both essential, and a good business development practice. How so? Continue Reading
In today’s guest post, rainmaking expert and coach, Jaimie Field, talks about using Google alerts to learn more about your clients and prospects.
The last Rainmaking Recommendation discussed the benefits of using social media monitoring to grow your book of business. In this recommendation, I will be showing you how to find and learn more about your current and prospective clients.
There are people out there who are having conversations every single day on the internet. In some instances, they are asking questions about issues with which you, as a lawyer, can help them. In other instances, they are discussing your competition. And in still other cases they are discussing themselves or their businesses. Continue Reading
While I’m out of the office this week for our Annual Conference, I’m bringing you a guest post from Vince Robisch, of Minimalex – Vince coaches attorneys on improving their business development process to bring in more corporate clients. He practiced at an AmLaw 200 firm for eight years, and has sold millions of dollars of products and services to corporate legal departments and law firms, an experience that helps him to understand his clients and their clients. He currently coaches attorneys from specialized boutiques to some of the largest firms in the United States. You can learn more at his website. Vince is using the dreaded “s” word today – sales – to talk about an important topic, that of business development. It turns out that data helps your business. Who knew?
Let’s be clear that lawyers don’t need to turn into professional salespeople to be good at business development. In fact, sales and business development often get used interchangeably when in reality, sales is focused on revenue generation, while business development tries to identify a product/market fit.
For our purposes, business development is the action of growing existing clients and bringing in new clients. Lawyers are in a much better position than the average salesperson to control the entire process and can leave behind all of the advice of slick, high-volume sales pros. That’s not your business and it won’t help. Continue Reading
Networking is not an easy task, which is one of the reasons that we discuss it so frequently here on Zen.
Since I’m spending this week with my lawyers in Milan, facilitating their networking efforts at our Annual Conference, I have networking on the brain, and wanted to share with you a couple of the worst networking mistakes you can make, and how to recover from them. Continue Reading
Lawyers know better than most people that words matter – after all, who knows better than a contract lawyer that a nuanced clause can make or break a deal?
But who knows better than your marketing team that “marketing” is a four-letter word?
It shouldn’t be – and I’ll explain why in a moment.
But how many of you (raise your hands) think of marketing as something that some group in your office does once in a while?
How many of you think of marketing as brochures and advertisements?
How many of you think marketers are just people who ask you for money and then put pretty logos together or make sure you have enough business cards?
Okay, put your hands down. I’ve got news for you – marketing is everything you do. Continue Reading
Welcome to ILN-terviews, a series of profiles of ILN member firm attorneys, designed to give a unique insight into the lawyers who make up our Network. For our latest interview, we chose ILN member, Arthur Li of our member firm Lee and Li in Taiwan, China.
In one sentence, how would you describe your practice?
I am a general practitioner, especially focused in IP-related matters.
Who would be your typical client?
Those who seek assistance to enter the Taiwanese market. Continue Reading
Are you using social media to its fullest ability to help you in business development? Learn how using social listening can help you to build your book of business in Jaimie Field’s latest post.
Have you ever thought about using social monitoring to build your book of business?
Social monitoring/listening is using tools, like Google Alerts, Social Mention, Talkwalker, Mention (to name a scant few) to monitor what is on the internet based on specific queries that you set up. Many of them are free of charge or offer a freemium version (a less robust form of the program with minimum features of the version for which they would make you pay). Continue Reading
Yesterday, I had the pleasure of participating in the inaugural New York City event for She Breaks the Law, a network of women leaders founded by Priya Lele, Christie Guimond and Nicky Leijtens. The group brings together women in the legal industry who are “breaking the mould and challenging the norm in the world of law. Our members come from a wide range of backgrounds and disciplines, from female founders of disruptive start-ups to general counsel to innovation leaders in traditional law firms. They all have one thing in common: they are leading the change in the way that legal services are delivered.” Over the past two months since the soft launch, the group has grown to over 1,000 members, and officially launched with their London event last week.
At the New York event, as in London, in addition to general networking, we had structured “networking circles” – ours focused on legal tech and how we use it, the power of networking in the legal industry, legal design, and personal branding. I had the opportunity to chair the personal branding sessions, and it led to some thoughtful and interesting conversations around the idea of what it really means to develop your personal brand. Continue Reading