Exhibit 11 Individual Marketing/business Development Action Plan ("imap"sm)

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

Exhibit 11 Individual Marketing/Business Development Action Plan ("IMAP"^sm)

(This form has been generously provided by the LawVision Group.)

(Form has been reduced in length, rows for notes deleted, and spacing compacted to accommodate this book.)

Marketing/Business Development Action Plan for:

Direct Phone: Email:

Next Meeting/Phone Update:

This Individual Marketing/Business Development Action Plan ("IMAP^sm") was created to help you achieve your goals and stay focused on the clients, prospects and activities that offer the best opportunity for securing new business.

My Primary Goals & Objectives for the Next Twelve to Eighteen Months

1.__________

2.__________

3.__________

Target Markets describes the target companies/individuals you would like to have as clients. Examples: pharmaceutical companies; real estate developers; healthcare institutions; energy companies; wealthy individuals. By targeting your efforts, you will begin to build your "brand" in the industry/among the client group, and you will be better able to understand the key issues relative to those companies/individuals.

Target Markets:

1. __________

2. __________

3. __________

Target Referral Markets describes the target companies/individuals who may send you business. They are individuals who may also be involved in the target industry on which you are focusing or strong contacts who are your peers. Examples include: accountants; lawyers; industry consultants; existing clients, etc....