Chapter 1 Learn from the Experts

• Library: Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.)

Chapter 1 Learn from the Experts

The American Bar Association Book Division believes this is the most comprehensive and most collaborative "How-To" book on business development techniques for lawyers ever published.

This book was designed for the busy lawyer and law firm business development professional looking for fast and proven answers to their questions. This manual can help you guide and coach very talented attorneys into becoming very successful rainmakers.

If you don't have time to read a whole book, but just want to read the subject you're interested in, this is the guide for you.

You need to improve cross-selling. No problem. Pick up this book. Go to the C's in Chapter 2's A to Z Guide. Look up "Cross-Selling" and find a few cross-selling solutions that have already proven successful in a major way. Presented by people you can trust. People you already know personally or know by reputation.

You're considering a mentoring program. Pick up this book. Go to the M's. Look up "mentoring" and find out what others have learned so you don't have to re-invent the wheel.

How do you identify your ideal client target list? Pick up this book. Go to the Exhibits section and find six different Exhibits describing techniques to create your perfect target list.

Do...