Building Your Practice - 9th September, 2009

Building Your Practice
Steve Herzberg, NRG Solutions
9th September, 2009

What do you think makes a great business developer?

Who is Steve Herzberg?

Main objectives for today

8 things I’ve learnt from the firms I have worked with
It takes time , but it really does work
You need buy in from the senior partners
Lawyers want proof, evidence and data that it works
You have to set targets and measure performance
If they see the value in it ($) they’ll do it
The person delivering the work must have credibility
The better performers are the most receptive
Watch billable time – short / sharp coaching sessions

Great business developers
2010 billings
Skills
2009 billings
Activities
Goals + Persistence + Focus = Success

Building Your Practice on one hand
Fear
Relationships
Future
Little things
Attitude

It’s all about the little things
“How are you
bowling comrade?”
Harvey Mackay

Great practice builders

Your networking plan
How many new contacts do I want this year?
How many events will I attend? (and speak at)
How many events will I host or co host?
Which magazines or newspapers do I want to read?
Which associations / clubs should I join?
Allocation of time and $ to networking per month?
How many articles will I write and send to clients?
What is my referral strategy?
What’s my social networking strategy?

Social networking
Active members
Passive members
Blatant self promoters

Would you like fries with that?

80% of life is just turning up

Good, better, best

3 magic questions
What prompted you to come along today?
What type of work do you do?
That sounds interesting, tell me, how did you get into that type of work?

The dental floss of BD
Build in a follow up system for your lawyers

7 options for staying in touch
Review meetings – once per year
Email, SMS or lunch – (on their birthday)
Newsletter
Articles of interest (scan, links or snail mail)
Invitation to an event or seminar
Telephone call for a reason – advice / coffee
Referral for them (or use their service)

Provide referrals to the right people
Do outstanding work
Ask for them at the right time
Three golden referral rules

Referrals
Who do you receive referrals from?
Who do you provide them to?
Why aren’t you receiving more?

Next steps
steve@nrgsolutions.com.au
Free marketing audit for your firm
2 for 1 offer on NRG public courses in November: www.nrgsolutions.com.au and click on public programs. Enter the code ALPMA offer when registering

Steps to follow at your firm
Assess current skills and BD gaps
Make the horse thirsty
Work from the top down – build into your culture
Measure it – allocate $ per partner to marketing
Lift activity first – skills second
Change perceptions – over time
Follow up, measure and develop your stars

Stay in touch
www.nrgsolutions.com.au
steve@nrgsolutions.com.au
0421 864 288
Linkedin – Steve Herzberg

Please leave your card with me
For more information
A marketing audit for your firm
A copy of the slides

Building Your Practice - 9th September, 2009

by Michaela Herzberg on Sep 09, 2009

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Building Your Practice - 9th September, 2009 — Presentation Transcript