Legal Marketing Association Midwest Chapter Annual Conference Chicago, IL September 9, 2011. 11 Ways To Improve Business Development. William J. Flannery, J.D. The WJF Institute. 11 Ways To Improve Business Development. Segment your market into four sectors: Key clients
Midwest Chapter Annual Conference
September 9, 2011
William J. Flannery, J.D.
The WJF Institute
Brief Description of the Goals of The Plan
- Original Goals
- Updated Goals
Revenue For The Team
- Current Revenue Rate (YTD)
Practice Group Utilization
- Original Usage
- Current Expansion
Client’s Level of Satisfaction With The Firm
- Continuous Improvement Plan
Next Milestone / Meeting
Plan, Organize in Teams,
Research, Goals, CSIP
Client Focused Service Improvement Plans
And Benefits In Presentations,
Proposals and Meetings
Rapport and Trust Building
Retain Client New Business New Client
Rule: The Successful Firms Will Need To Adopt and Adapt A Firm-Wide Client Development and
Relationship Management Process.
How Buyers Buy Business Development EffortsLaw Firm’s Actions
Rule: Your Mission In Marketing and Business Development Is To Change The Buyer’s Behavior.
8. The firm will need clear data on opportunity by client, current market share by client, practice area, and geography, etc…
Flannery LLP Business Development EffortsKey Client Revenue Analysis$000
Where To Focus Firm Efforts Business Development EffortsSteps To Success
Lead & Manage Business Dev.
Using Key Client Teams
Team Status Report