Several years ago I read a fascinating Blog. It was In-House Rants-The Frustrated In-House Lawyer Blog. The entry I pulled up was How to Get Business Part 1.
I am sure that I liked it because it sounded just like what I would say had I written it. It was gratifying that my ideas were consistent with those expressed by an in-house counsel.
The Blogger says:
Unless you know the value you can add and how it will help my company, you’re not ready to talk to me. There are no shortcuts. You have to do the hard work.
He goes on to say that work is research about the potential client, the client’s management, the client’s competitors and the client’s industry. The Blogger even suggests Google Alerts, which I believe is a great way to keep up with what is going on with the potential client.
I urge you to take a look at this post and How to Get Business Part 2, which discusses the importance of being a “go to” lawyer in a niche area.
So, here are some very simple suggestions:
- Do your research on your prospective client, its leaders, its competitors and its industry.
- Set up RSS feeds to every potential business page that would have news of interest to your clients.
- Become a visible “go to” lawyer by becoming an expert in something your prospective client needs.