Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA)

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