Business Development

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10 Oct: 10 Steps for Establishing Your Law Firm’s Business Development Strategy: From Conception to Implementation

Business development is proving to be a secret to success in a growing number of law firms. Rather than leave this to marketers more focused on branding and communications – or to attorneys and partners who are more focused on their current clients – smart firms are assigning dedicated resources to this critical strategy.

Here are 10 steps your firm can take to put its own business development strategy in place.

 

1. Define Your Mission

It’s easy to jump on the business development bandwagon but you need a clear reason for doing so. Don’t just say you’re going to…

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03 Oct: 6 Must-Attend Professional Services Marketing, Business Development and Tech Conferences

Conferences offer a terrific opportunity to get up to speed on industry changes, trends and innovations while networking and exchanging ideas and advice with peers.

Plan to attend the most relevant of these conferences covering marketing, business development, and technology so you can help your firm confidently prepare for the future.

 

MarTech
Attend to understand all the marketing technologies available and how your firm can effectively integrate them into its marketing strategy and operations.

Dreamforce
San Francisco, CA

A four-day event – and world’s largest software conference – put on by salesforce.com, Dreamforce is where you can…

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19 Sep: What is Relationship Intelligence Automation?

Ask any successful business professional what it takes to build a sustainable business and they will tell you the key is cultivating and developing relationships with potential and existing clients. With so much riding on the relationships between businesses and their prospects and clients, it makes perfect sense that so many organizations have adopted Customer Relationship Management (CRM) software. But CRM on its own does not fuel the interactions that take relationships to new levels and make them pay off.

Why CRM Falls Short

CRM works perfectly well for the task it was designed to handle: managing a company’s interactions…

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08 Aug: Is CRM Automation the Missing Link in Your Marketing and Business Development Departments?

Sophisticated organizations call upon both marketing automation and CRM systems to power their marketing, business development, and sales efforts. However, many organizations overlook an easy way to amplify the impact of these technologies. Read on to understand how CRM automation serves as the linchpin of modern B2B marketing and business development departments.

What is CRM Automation?

As the name implies, marketing automation is designed for use by marketers. Customer relationship management (CRM), on the other hand, is usually the system of record for sales teams. In most organizations, it’s used to capture and manage an organization’s information about prospects and…

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02 Aug: 7 Business Development Ideas from Leading Accounting Firm Experts

Whether you’re part a massive firm or grinding it out as a one-person practice, the only thing limiting your revenue is how much new business you can bring in—that and your bandwidth to handle the work.

If you’ve got the room on your plate and want to drive new business your way try these seven business development ideas from leading accounting experts.

1. Nurture Client Relationships

According to best-selling author Ramon Ray, one of the biggest mistakes accounting firms make is failing to wow the client once the initial engagement is complete.

“Firms should not ignore clients that return year after…

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13 Dec: Build Your Legal Practice with These 27 Marketing Ideas Straight from the Experts

There’s no shortage of earning potential in the legal sector. Whether you work for a massive firm or a one-person practice, your earning potential is nearly infinite, limited only by the new business you can bring in or your bandwidth to handle the work.

It doesn’t matter if you’re a lawyer, a marketer or a business development pro, if you can consistently convince people to seek legal services from you or your firm, then there’s a high-paying position waiting for you at the firm of your choosing.

Give your professional reputation and your bank account a healthy deposit this…

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05 Dec: The Big List of Business Development Resources for Law Firms

There are a range of catalysts responsible for driving two-thirds of law firms to invest more into marketing and business development. Regardless of the reason, suffice it to say that demand for BD and marketing acumen continues to rise, as do the rewards for practitioners who can produce results.

Our goal in compiling the list below is to create a convenient learning repository for any lawyer, marketer or business development professional who aims to advance their career.  With convenience in mind, let’s start with some portable lessons:

On the Go Resources

The Trusted Advisor [Audiobook]
Before persuasion can…

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18 Aug: [INFOGRAPHIC] The Headaches of CRM Data Entry

Customer Relationship Management (CRM) systems can be great tools for driving sales, providing better service for customers, and keeping everyone across an organization on the same page.  Unfortunately, to achieve the benefits that companies are looking for, CRM users are required to continuously log new records and update existing ones, can cause some serious CRM headaches for your organization.

A recent Salesforce Research report discovered that upwards of 66% of a sales persons day is spent not actively selling, but managing data entry, administrative tasks and prepping for meetings. The time spent on these tasks typically results in headaches and…