- Create a yearly Business Plan-If you need a template for a business plan just ask me.
- Breakdown Your Plan-Create 90 days or monthly goals (actions).
- Plan and Schedule Client Development Activities Each Week-Decide what you plan to do, estimate how much time it will take and then schedule it on your calendar.
- Keep a Client Development Journal-Keeping track makes it more likely you will actually do the activities.
- Have a Client Development Partner-Like a workout partner, a client development partner makes it more likely you will do the activities.
- Join Industry and/or Community Associations/Organizations and Seek Leadership Positions-Join just a few organizations and be active to raise visibility.
- Stay in Contact-Use multiple means (notes, calls, lunches, coffee, blogs, email, LinkedIn).
- Conduct Workshops and Seminars for Clients-(Get CLE credit if doing it for in-house lawyers)
- Put Links to Published Articles on Your Website Bio-You want prospective clients to read what you have written.
- Create a Blog-I feel certain you know that blog posts are shorter than articles and they are more timely and more easily shared.
- Create a Guide-This can be a handout at industry presentations. Make it short and concise.
- Read What Your Clients Read-Find out their industry publications and subscribe to them
- Identify Referral Sources-Referral Sources expand your network to prospective clients.
- Write Thank You Notes-Let clients know you appreciate the opportunity to serve them.
- Get to Know Assistants-A client representative’s assistant can be a great source of goodwill.
- Joint Venture Programs with Client Representatives-They will enjoy being asked and working together will help build the relationship.
- Become involved in your clients’ favorite charities-This is another way to build the relationship and let the client know you care about what is important to them.
- Return phone calls and emails promptly-Clients do not want to wait.
- Build database to better understand client needs-This helps bring more personalized contacts with your clients
- Go to events you would rather skip-You never know where you will run into opportunities.
- Have your elevator speech ready-Create several so you can use the appropriate one
- Have your elevator questions ready-People want you to be interested more than they want you to be interesting.
- Call, email and write clients-Just to see how they are doing.
- Do something no matter how small each and every day-Make a list of potential things you can do each and every day.
- Read books about sales and service-Figure out how other businesses do it effectively by reading about them.
- Learn to use AI Powered Tools-If you are not, your competitors will be ahead of you