Exhibit 29 Over 300 Business Development Questions

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

Exhibit 29 Over 300 Business Development Questions

Answered by Building Rainmakers Book

In most cases at least one location for the answer is referenced within parentheses following the question.

(1) What is a typical reaction when a potential client is asked for their business? (Taylor)
(2) Can you name one sure fire way to turn a client into a raving fan? (Karen Bell)
(3) Who are the best attorneys to invest your limited business development coaching dollars? (Coulter)
(4) What is SPIN and how does it add new clients and new client matters? (Flannery)
(5) Can you name 8 categories of business development activities to measure? (Fitzgarrald)
(6) What is one way to automatically ensure that cross-selling takes place? (Schmidt, Various)
(7) Your verbal business card should be able to answer what four questions? (Schmidt)
(8) What are the three most important traits of a Rainmaker in securing new business? (Keller, Various)
(9) Can you name 5 ways to motivate an attorney to pursue new business? (Ackert)
(10) What are three different methods to teach an associate business development? (Goldsholle, Severson, Taylor, Usellis, Berardi, Hammerstrom, Muldoon, Chichester, Weber, K. Bell, Lee, Green, S. Bell, Kostakos, Febeo, Haglund, Zavalsky, Meszaros, Bruns, Various)
(11) What is one bit of advice you can give an introvert to feel more comfortable at a networking event, or at a meeting with a potential client? (Bodine, Keller)
(12) Can you name 3 ways a client's bill can cost you their business? (Goldsholle, Keller, Schmidt, Various)
(13) How can white space/green space analysis increase business development? (Zavalsky, Green)
(14) What's the first activity an associate should take to learn about the firm's people and resources? (Taylor)
(15) What is the sales process? (Coulter, Keller, Exhibit 20, 22, Various)
(16) According to research at Stanford what is one non-verbal way to build rapport with someone in a face to face meeting? (Keller, Various)
(17) Can you name two non-law school indicators of potential rainmaker success when hiring a new associate? (Keller, Various)
(18) What does a "tactical" approach to business development mean? (Haglund)
(19) What is a pipeline meeting? (Hammerstrom)
(20) How often can a client feedback survey result in new business? (Schmidt)
(21) What is a client professional development program? (K Bell)
(22) What is content marketing, and how do you use it to increase SEO? (Bodine)
(23) What would be an example of a free value-add a lawyer can offer his client to introduce a lawyer from another practice area? (Freeman, K. Bell, Keller)
(24) When you meet a potential client for the first time it's the quality of your what that demonstrates your expert in your field? (Fairley)
(25) Can you name the United States Supreme Court Justice, who said, "Everything I ever did I was afraid to do"? (Keller)
(26) What is one technique that some people have successfully used to overcome shyness and introversion? (Keller)
(27) How do lawyer skills compare to sales skills when addressing a potential client? (O'Horo, Keller, Various, Exhibit 21)
(28) Beyond excellent legal skills, what are some of the qualities that in-house counsel are looking for when hiring new outside counsel? (Keller, Silber)
(29) As outside counsel what can you offer to do for free for in-house counsel that will make their day? (Flaherty)
(30) What one factor causes many to believe an external coach is essential? (Keller, Silber)
(31) What key question can elicit an attorney's desire to excel in business development? (Keller)
(32) Can you name three billing mistakes that can cost you a client? (Schmidt, Goldsholle)
(33) Can you name one way to quickly handle stress? (Keller, Goewey)
(34) Does it help your business to tell a client "business is booming I'm really busy"? (Schmidt, C4)
(35) Never tell a lawyer how to conduct business development before you do what? (Schmidt, C4)
(36) What is the best way to hold an attorney accountable for their business development activity? (Haglund, Johnson, Fitzgarrald, Kostakos, Fairley, Keller, Meszaros, Various)
(37) What are 4 business development activities to discuss with your associates? (Severson)
(38) What is the Fast Forward business development program? (Weber)
(39) What's a network map? (Kostakos, Febeo) When should business development training begin? (Meszaros)
(40) What is the Legal Mocktail? (Hammerstrom)
(41) How often should business development activity be conducted? (Bruns)
(42) How can a firmwide business development standard template become a firm lifesaver? (Bruns)
(43) Is there a difference between a sales pipeline, sales funnel, sales cycle and the sales process? (Various)
(44) What are the three broad categories of challenges to business development facing an attorney? (Johnson)
(45) What is the minimum number of words in a new article on your website to attract attention by Google? (Bodine)
(46) What is the optimum rate at which you should update new content on your firm's website? (Bodine)
(47) What is another two word term for "cross-selling" that conveys the intended purpose behind the activity? (Severson)
(48) What role can your admin staff play in business development? (Keller)
(49) What are five good questions to ask anyone you meet particularly a potential client? (Exhibit 1, Exhibit 2)
(50) Can you name two famous people who had overcome shyness in order to be successful? (Keller)
(51) What role does the anterior cingulate cortex play in your career?(Keller)
(52) What is the second largest search engine on the Internet? (Keller, C4)
(53) What, on average, is one essential criteria to receive business from a potential client? (Coulter, Muldoon, Flannery, Various)
(54) What is the best way to prepare an associate for the associate to partner transition? (Taylor, Johnson, Lee, Haglund, Flannery, Various)
(55) What's the typical reaction of most associates when they become a new partner? (Weber, Various)
(56) When associates are asked to contact their former classmates, how do you handle the objection when they state, "Yeah, but my friends will think I'm marketing to them." (Coulter, Various)
(57) According to patent litigator Jon Waldrop, is business development relational or transactional? (Waldrop)
(58) Why does Jill Weber call the associate-to-partner transition "the sweet spot?" (Weber)
(59) According to Allen Chichester what's the best way for the business development staff to treat the firm's attorneys? (Chichester)
(60) Should you give an origination bonus to

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