Greetings today from Grand Rapids, Michigan, where I will be giving four, yes four, presentations at the State Bar of Michigan Annual Meeting and Solo & Small Firm Institute. If you would like to see my handout materials for each of the four presentations, you can find them here.
If you are a regular reader, you know that I especially enjoy helping associates prepare to become partners and rainmakers. If you share my passion for associates, or if you are an associate, here are some client development questions for your associates, or you to ponder.
- Why should you learn about client development when your firm represents some of the largest companies in the United States and would likely not want a client that might engage you?
- When should you begin learning?
- Why is it important to set goals?
- What is the most important element of effective goals?
- What are the most important elements of an effective business development plan?
- How much non-billable time do you believe you should spend on your own career development and client development each year?
- 100 hours
- 200 hours
- 300 hours
- 400 hours
- 500 hours
Client Development-What to do now
- What should a 1-3 year associate do on client development that will provide the greatest return when he or she becomes a partner?
- What should a 4-7 year associate do on client development that will provide the greatest return when he or she becomes a partner?
- How can you best build your profile?
- What do you think a lawyer interested in developing clients by being active in the bar could do?
- What do you think a lawyer interested in developing clients by being active in the community could do?
- Why is it important to write articles?
- Where can you get your articles published?
- How do you decide on what topics to write?
- How can you write a blog that will generate business and/or help existing clients?
- Why is it important to make presentations?
- How do you determine where to speak?
- How do you determine the topic on which to speak?
- What are the elements of a good presentation?
- How can you differentiate your PowerPoint slides from those of other lawyers that put audiences to sleep?
- What does “repurposing” content mean and how can you best do it?
- How can you best use the social media tools to get more readers and a bigger audience for your presentation materials?
- In surveys, 75% of clients are not satisfied with the legal service they are receiving. What can you do to change that perception?
- What can you do to better serve your clients?
- How can you better focus on contacts?
- What can you do to build trust with your clients?
- What can you do to build rapport with your clients?
As I shared Tuesday, on October 2 you can participate in the Develop a Niche Practice and Differentiate Yourself Webinar. Contact Joyce at firstname.lastname@example.org if you or your firm want to participate.