Business development ideas for lawyers

1. Practice Development Top 10
Ten Guides to Practice
Development Success
Presented by Cynthia R. Rowland, Partner
Coblentz, Patch, Duffy & Bass LLP

2. Do
Land
Pitch
Deciders
References
Credibility
Competence

3. 10. Take the Long View
 Rome wasn’t built in a
day.
 One Year, Five Years,
Ten Years
Do
Land
Pitch
Deciders
References
Credibility
Competence

4. 9. Establish Competence: What’s
New?
 Every single assignment
counts
 Find the cutting edge
 The advantage of youth
 Daily reading Do
 Practice, practice,
Land
Pitch
practice
Deciders
References
Credibility
Competence

5. 8. Establish Credibilty
 Write
 Speak
 Study
 Get professional training
if necessary Do
Land
Pitch
Deciders
References
Credibility
Competence

6. 7. Seminars and
Speaking Engagements
 Competence
 Credibility
 References
 Deciders
Do
Land
Pitch
Deciders
References
Credibility
Competence

7. 6. Make Every Client Feel
Like Your Only Client
 The easiest people to get
new work from are the
people who already love you.
 Your ‘‘client’’ list includes:
 Actual Clients Do
 Partners and Other Land
Pitch
Attorneys Deciders
 Opposing Counsel
References
Credibility
Competence

8. 5. Get Involved
 Professional Associations
• Local
• Regional
• National/International
 Community Do
 Firm Land
Pitch
Deciders
References
Credibility
Competence

9. 4. Use All Available Resources
 Your Own
 Your Firm’s
 Your Friends
 Your School
 Your Community Do
Land
Pitch
Deciders
References
Credibility
Competence

10. 3. Network
 What works for you,
works for you.
 Where are the fish?
• Best referral sources?
• Affinity Groups Do
• Classmates Land
Pitch
• Deciders Deciders
References
Credibility
Competence

11. 2. Focus
 Examine what works,
what doesn’t at each
level
 Back to the Base every
day Do
Land
Pitch
Deciders
References
Credibility
Competence

12. 1. Do What You Love,
Love What You Do
Do
Land
Pitch
Deciders
References
Credibility
Competence

13. Practice Development
10 Guides to Practice
Development Success
Presented by Cynthia R. Rowland, Partner
Coblentz, Patch, Duffy & Bass LLP