Introduction to Business Development for Lawyers
In an increasingly competitive environment it has become even more crucial for law firms to undertake business development practices. Understanding the business development cycle and how one can be effective at each stage is imperative to many roles within law firms, not only to help ensure a unified growth strategy but ultimately to help increase the firms revenues.
This interactive session is designed to equip you with a strong foundation of knowledge and a pool of techniques to tackle any sales opportunity. It will also help you lay the building blocks in your organization for active sales initiatives and campaigns to drive revenue growth.
This two-hour session will cover:
• Why is BD important?
• What is excellent BD?
• What are the Pillars of BD?
• The BD Cycle
• The 3 minute pitch
• The questioning techniques
• Developing value proposition
• Objection handling
• The missing piece – The Closing
• B2B vs B2C
• Rules on processes
• Importance of market research & Strategy