Law firm strategic plans typically fall short for one of two reasons. They are either too visionary—filled with great ideas on what they want to accomplish without specific actions that will move them from now to next. Or, they are too tactical—comprised of checklists of things to do without a
We all, at some point, need comfort and care. We all need to be nurtured. So the question isn’t whether we need to be comforted, but when? And how? And who will show up for us when we need comfort and care? The pandemic and its lingering effects have wreaked
This time of year, law firms are often determining rate increases for the upcoming year (if any), and their lawyers are considering ways to communicate these changes to clients. Some lawyers prefer to let the engagement letter do the talking. Because engagement letters often include language indicating that rates will
Notice how a question creates a response? That’s because curiosity often plays a role in creating engagement. It’s a powerful emotional-based tool that can be leveraged in a sales process. While most lawyers often wait for opportunity to come to them, strategic sellers are focused on creating buyer triggers by
Creating trust with clients by being honest and authentic would seem to be an obvious essential. Yet to deepen trust in ways that cultivate strong loyalty requires intentionality and thoughtfulness that go beyond being honest, responsive, and capable. The 3E approach to client experience adds value by thinking through
It’s hard to believe we’re quickly approaching the mid-point of 2022. As clients reflect on their accomplishments from the first half of the year, they’re also prioritizing their to-dos to complete in the second half. Want to be part of the team that is called in to help? Don’t wait for a client to ask, have your POV (point of view) ready so they want to bring you in.
How well does your attorney coaching program stack up? Here are six pillars to self-assess whether your informal or formal business development coaching and training programs are working. In a piece for the May 2022 edition of LJN “Marketing the Law Firm” newsletter, Deb Baker outlines multiple ways to leverage business development coaching and training to achieve top line results.
Watch HOW TO SHOW UP FOR PEOPLE, an intimate conversation with our panelists about their personal journeys with mental health, and a discussion on how to break through the Awkward Zone, close the Empathy-Action Gap, and rehumanize work. (webinar recorded May 2 @ Noon CT)
Just like you would never wing it at a deposition, closing argument, or important negotiation, you shouldn’t wing it at business development. At GrowthPlay, we believe being prepared is a sign of honor and respect for others. Enter the Core 4 for Preparation rubric.
