The majority of new business is generated in face-to-face or small group meetings.While marketing and visibility assist in the business development process, it takes a direct approach to generate new matters.
Extreme Marketing helps individuals, practice groups and firms enhance their business development abilities via:
- Individual coaching
- Group coaching
- Consulting on specific business development opportunities
- Business development targeting and implementation programs
- Business development skills training(one-on-one programs, half-day and full-day programs)
Successful business development strikes an intellectual and personal connection between the client and the individual attorney, their expertise and the professional services offered by their firm. The focus is on demonstrating to the client, referral sourceor prospect that the shareholder and/or the firm have a unique understanding of issues and a proven means to solve them.
In most professional services firms 5% to 7% of the equity partners develop the lion’s share of business for the firm. In our experience, helping these rainmakers expand their book of business is one of the most productive ways to leverage marketing and business development dollars. Successful business generatorsoften don’t have the time to expend to develop new targets and strategies aimed at getting them in unique face-to-face situations.