Exhibit 6 Developing a Target Market Prospect List

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

Exhibit 6 Developing a Target Market Prospect List

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

Getting Organized/Identifying Targets

This step of the sales process can take some time but once it's completed, it's only necessary to update the information on a regular basis (annually). When developing a target list of specific identified prospects for building/strengthening your and the firm's brand, here is a useful guideline to follow. Start by creating a spreadsheet that has the following columns:

Name of company, address, web site URL and phone number Name of decision-maker(s); CFO and GC if applicable A column for each quarter of the year One last column for Next Steps
(1) Understand Demonstrable Experience—where are our individual/ collective strengths

(a) For litigators, is there specific opposing counsel that attorneys/ firm has success against—if so, set up alerts on those attorneys/ firms, and pursue the companies they are initiating legal action against
(b) What are we known for that our perceived (market-centric) experience can sell for us?
(c) What strengths/experience do we have that the market may not know us for? For these areas, we'll need to rely more on our experience, pricing, and the market opportunity.

(2) Identify the potential market—common characteristics may include the following (and can also be a combination of some of the following):

• Number of employees
• Industry segment (e.g., Oil & Gas;

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