rainmaking for small firms

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Supplemental Materials

1. Business Development Outline2. Business Development Self-Assessment3. Time Management Self-Assessment4. Niche Analysis Tool5. Quick Impact List to Build Trust6. How Client Choose7. Evaluation and Follow-Up Information

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#SuccessTrackESQ

Download at www.SuccessTrackESQ.com

#SuccessTrackESQ


MarketingActivities that build visibility and credibility in a targeted marketplace

You to audiences (not 1 to 1)

(Writing, speaking, website, social media, etc)


SalesInteractions that specifically get you hired

1 to 1

(Follow-ups, demo meetings, proposals, etc)

Pipeline

Suspect Prospect

Opportunity

Lead

Client (or COI)

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SuspectProspect

LeadOpportunity

Marketing

Sales

Client (or COI)

Visibility, Education

Engagement, Persuasion

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#SuccessTrackESQ

• Develop goals AND objectives• Use key metrics (volume, dollars, time)• Analyze 3-year lookback of KMs &

marketing activities• Refine goals and objectives based on the

Business Development Outline

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• Niched practice areas/legal needs • Sector/vertical/demographic • Research trends • Niche Analysis Tool

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#SuccessTrackESQ

• Client-centricity vs. lawyer centricity• Why you’re passionate about your work• Convey understanding of triggering events• Demonstrate relevance• Focus on what clients experience

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#SuccessTrackESQ

• Complete Your Contacts List• Add To It Constantly (Copy2Contact)• Tend It Quarterly• Use It Monthly To Connect

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#SuccessTrackESQ

• SEO, Social Media, Google Local, Directories = Get Found

• Content = Engage Your Audience• Conversion = Prompt Action• Hold Your Vendors Accountable

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#SuccessTrackESQ

#SuccessTrackESQ

• Strategic Networking & Community/Board Participation

• Cultivate Centers of Influence (COI’s)• Practice Trust-Enhancing Behaviors• TOMA• Book: Business By Referral

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#SuccessTrackESQ

• Client Welcome Packet (expectations)• Client experience (communication, service)• Learn about them beyond the matter• System to touch on significant dates• Mutual promotion

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• Review and analyze ROI of previous and current marketing expenses

• Allocate 2.5 – 6% of previous year’s gross collections

• Hire proven vendors with strong track records

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#SuccessTrackESQ

• Calendar time for marketing• Plan weekly and monthly activity• Prep before each marketing event• Follow up each event• Reinforce your own positive attitude

#SuccessTrackESQ

#SuccessTrackESQ

Download at www.SuccessTrackESQ.com

#SuccessTrackESQ

#SuccessTrackESQ

bill@SuccessTrackESQ.

com

203.876.8999

More Info, Just-in-Time

Resources, JumpStart Consult

mailto:[email protected]