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100 Plus Pointers for Business Development

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ISBN: 9781627220453
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In the 1990s, when law firms were booming, rainmakers were king. They were the lifeblood of the firm, feeding everyone and pumping revenues into the pockets of their colleagues. Nowadays, this is not the case. There are still rainmakers, but not enough of them to keep most firms flying high. Pressure has mounted on all attorneys to do some level of rainmaking, otherwise known as business generation. Even associates are being asked to begin their business development activities earlier and earlier.

To generate business, one will need to acquire skills, knowledge, and the proper attitude toward marketing and business development. Individuals must figure out what works and does not work for them in the rainmaking arena.

100 Plus Pointers on Business Development offers insightful tips to guide you through the maze of business development. This guide looks at wide range of topics, including:

•  Developing Your Brand Through Internal Networking
•  Building an Excellent External Reputation
•  Getting the Most Out of In-Person Events
•  Asking for Referrals
•  Expanding the Client Relationship

The key to being a successful business developer is being committed to thinking about business development as part of your practice, to perform related daily or weekly tasks and to follow up on potential new matters and new clients in a consistent manner. While developing a solid client base can take time, 100 Plus Pointers on Business Development can help you achieve your business development goals in a faster, more productive manner.