Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA)
- Publisher:
- American Bar Association
- Publication date:
- 2014-10-02
- ISBN:
- 978-1-634250-83-2
Index
- Chapter 1 Learn from the Experts
- Chapter 2 A to Z Business Development Guide for Lawyers
- Chapter 3 Avoid These Disasters
- Chapter 4 Summary and Conclusion
- Exhibit 1 Five Good Questions Upon Meeting Someone
- Exhibit 2 Twenty Questions You Should Ask Current and Prospective Clients
- Exhibit 3 Rainmaking Advantage® Key Talking Points/scripts
- Exhibit 4 Five Tips for Turning Introductions Into Opportunities
- Exhibit 5 Answer Five Questions to Identify and Find New Clients
- Exhibit 6 Developing a Target Market Prospect List
- Exhibit 7 The Best Way to Catch New Clients: Find Their Associations and Get Actively Involved
- Exhibit 8 How to Identify Your Ideal Client Target List
- Exhibit 9 Save Client Targeting Time & Money—80/20 Approach
- Exhibit 10 Defining the Ideal Client: Using Prizm
- Exhibit 11 Individual Marketing/business Development Action Plan ("imap"sm)
- Exhibit 12 Business Development Contact Activity Tracker
- Exhibit 13 Business Development Tracking Form: by Category
- Exhibit 14 Business Development Tracking Form: Activities
- Exhibit 15 Business Development Tracking Form: by Name
- Exhibit 16 Sample Associate Professional Development Plan
- Exhibit 17 A Brief Summary of the Sales Process
- Exhibit 18 Comparing Legal Skills to Sales Skills During Client/buyer Acquisition Steps
- Exhibit 19 The Business Development Cycle
- Exhibit 20 10 Ways to Ask for the Order
- Exhibit 21 Role of Marketing and Business Development During Client's Hiring Process
- Exhibit 22 The Ten Most Effective Law Firm Marketing Techniques
- Exhibit 23 This One Statistic Will Define Your Entire Client Strategy
- Exhibit 24 Turn Every Vendor Into a Potential Referral Source
- Exhibit 25 Developing an Effective Elevator Pitch
- Exhibit 26 How to Hire a First-year Associate Who Has Rainmaker Awareness
- Exhibit 27 Stress, Anxiety and Depression
- Exhibit 28 Draft Law School Curricula on Law Practice Business Development
- Exhibit 29 Over 300 Business Development Questions
- Appendix A Biographies of Contributors
- Appendix B Author's Request
- Acknowledgments and Dedications
- About the Author