Gary Mitchell's Biz/Dev Coaching Blog
Recently I added a new service for my clients. The ability to send emails through this secure web service. This allows them to be completely confident this information will not get into the wrong hands. In fact many law firms are starting to use this service as well to ensure their communication with clients is 100% safe. Check it out at www.e-courier.ca
One of the reasons I like working with lawyers is because they are smart. They have been trained very well how to learn. My coaching program is based on behavioral and experience learning. While lawyers are good at reading, business development is a learned behavior. My clients get better at it over time and with experience. That is why coaching business development produces high-yielding results. You have your coach to support you and keep you accountable to the process. You don’t ‘go it alone’. And because lawyers are smart, they learn this new behavior rather quickly.
Do you find that you give a lot of presentations and don’t get the return for your investment? A couple of weeks ago I gave a webinar on ‘Time Management’, ironically. It’s ironic because I spent several hours preparing the material. Did I get any work from it? No. I did get great feedback and a lot of thank-you’s. That’s always nice.
If you have already done a great job of raising your profile. If you have the reputation. If you don’t need the credibility. My advice is to stop giving it away, unless its adding value for your current clients. As long as you give it away, they will keep taking it for free. So unless you do need to raise your profile, think of other ways to invest your business development time.
Your time is money. Your time is valuable. Keep track of what works and what doesn’t for you and your practice. Not all approaches will work for all lawyers in every situation. It’s important to monitor and repeat what works. As an example, writing articles has produced results for me. So, I pass my own experience on to you. I hope it will save you time and move you in the direction of getting results for any and all of your efforts.
As part of his homework last week, one of my clients updated his Linkedin profile. He then sent messages out to a number of his contacts to add them to his network. He was totally surprised at how quickly one of those contacts responded. He hadn’t talked to this person in some time. And now that person is suggesting a meeting to talk about potential business.
Is your Linkedin profile up to date? Have you taken the time to look for contacts that you are targeting and add them to your network? You could be missing out on yet another potential client source. And have you approached clients on Linkedin to ask them for recommendations? Block out an hour or two of your time today and get your Linkedin profile up to date. And then approach contacts and clients. What do you have to lose?
In my latest article in The Lawyers Weekly, November 25, 2011, I provide you with a road map in these uncertain times. If you are worried about your hours. If you are stressing about not having enough work. If you are concerned about not bringing in enough work. Read this article. There are options. Get busy.
“In uncertain times, seize opportunity”
I was working with one of my clients on Friday of last week. We were reviewing what he has done or is doing to attract new clients. He mentioned that he had a system in place with the receptionist. Anytime a cold call came into the firm in his practice area, she would pass them directly to him. I thought this was a great idea. He mentioned that he thought it might be a waste of his time. He went on to say that a lot of these calls went no where. I helped him put the time he spent on these calls into perspective.
Any business development activity is going to take time. It’s an investment. What if he were able to figure out sooner than later if the person calling was worth investing more time in? I asked him to create a list of questions. Have them ready for when he gets these calls. Determine in five minutes or less if he should move forward.
In the scheme of things, if he spent five minutes on 10 calls a year and landed one client, it would pay off. That would be a good investment of his time. Think about how much time you spend at a conference? How much time do you spend writing an article? This could be a very lucrative investment of his time and yours.
As I was reading this article this morning, it occurred to me I have heard this before. In fact I have written about it and given presentations. In 2008 I gave a presentation entitled “The Law Firm of the Future” to members of The Legal Sales and Service Association (LSSO), in Boston.
In 2009 I gave a presentation entitled “Crisis or Opportunity” to members of Globalaw in Banff. The content was much the same offering insights into what would be possible with innovation.
This article comes from ft.com and is written by Caroline Binham.
Read it here.
Through one of the many newsletters I get, I was alerted to a software program you should know about. It’s called Chrometa. It will automatically record time spent to send emails, draft documents or make phone calls.
Check it out.
Through Linkedin, this article came to my attention. It is a must read for lawyers and law firms looking to solidify client relationships and stand out from the pack. It comes from abovethelaw.com
As lawyers there are never any shortage of events to attend. Are you maximizing your results from attending these events? Here are a few tips to help you do that.
1. Ask for a list of attendees ahead of the conference. Look over that list to see if you know people. Circulate the list internally to other lawyers to see if they know people.
2. Make contact with those people and set up time to meet with them.
3. Ask the organizers of the event if they would make introductions for you at the conference.
4. Ask people you already know to make introductions for you as well.
5. Mingle and meet as many new people in your target area as possible. Have a list of questions prepared ahead of time that include but are not limited to: What brings you to this conference? What do you hope to learn or gain from being here? What has been your biggest challenge this past year? What has been your biggest success? From these, a natural dialogue will flow and you will start to learn a lot about them and where there may be opportunities.
6. Follow up with them within two days of returning from the conference referencing something you learned about them when you met them.
7. Find out how you can help them and not just how they can help you.
8. Begin to build relationships with them to fully understand how you may help.
These may appear simple because they are. And these steps work.