A unique value proposition (UVP) helps prospective clients understand what differentiates you from other lawyers. It is a marketing tool that helps to set expectations of what prospects can expect when they hire you. Most UVPs focus generally on service delivery, experience, and expertise, or process management and improvement. Your UVP should be authentic (capture
In competing for work, expertise and experience are the table stakes for playing in the legal services game. But a deep understanding of the business, its operational culture, the internal politics, its industry, and how decisions are made inside the company is the type of information that gives you an unfair advantage when competing for
Research says that individuals only retain about 10% of what they are taught in-classroom training. In fact, it’s estimated that half of classroom learning is lost within the first 24 hours. While this type of instruction is still required as part of the professional development process, one-off classroom instruction is inadequate to build the knowledge
Recent research from BTI Consulting suggests that in house counsel are contacted by law firm partners only 26 times per month. That’s less than once a day. They hear more from car warranty companies than they hear from you.
More importantly, only four of those calls are viewed as having provided value. This gets tricky
Referrals are the lifeblood of a healthy practice. In fact, 85% of the work that comes to the top-performing lawyers came through referrals – from inside the firm, at first, and increasingly from outside the firm as you get better at connecting with others.
Referrals are powerful. They include an implied endorsement of you that
Presentations to win work are at the core of the firm’s business development initiative. No other initiative is as important or as exhilarating as winning a hard-fought pitch. Preparing for these critical meetings takes time and careful thought. But a successful presentation can mean millions of dollars in billings and is worth the time and
Lateral hiring performance in large law firms have achieved mixed results, at best. The 2015 ALM/GDC study, Surmounting the Lateral Partner Hiring Challenge, found that only 28% of lateral partner moves brought 100% of the clients expected to port over. But one third brought less than 50% and nearly 20% of the laterals brought no
Website features the largest business development knowledge and course library in the industry
DAVIS, California, September 2019 – A new eLearning website for business lawyers offers a fresh and innovative approach to legal marketing and business development training. Designed specifically for the corporate law firm and law school industries, eLegal Training is a business development
Business development is a top growth strategy for most law firms. But to be successful, firms need to build a ‘culture of business development’, something aspired to by many but rarely achieved. A culture of business development requires instilling in the firm a shared client development process, developing the necessary skills (not just knowledge) and
Have you ever wondered why a company fails to engage a lawyer (any lawyer) to fix a problem for which they clearly need a solution? Or, why a company doesn’t follow through on an easy opportunity you’ve presented to them? Have you wondered why you win some engagements quickly while others take forever to get signed?
