10 ways to improve business development william j. flannery, j.d. the wjf institute the wjf...
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10 Ways To ImproveBusiness Development
William J. Flannery, J.D.The WJF Institute
THE WJF INSTITUTE© • All rights reserved 2010
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1. The firm’s leadership needs to have a formal inspection process for business development to compare team performance.
2. Key clients of the firm need to have client-focused teams that have standard metrics for performance.
3. The client-focused team members need to have effective business development skills, especially face-to-face meetings with clients.
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10 Ways To ImproveBusiness Development
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10 Ways To ImproveBusiness Development, Cont’d.
4. Each lawyer needs to have a firm-wide business development process in place to grow market share within key clients.
5. Marketing and business development needs to be fully integrated.
6. Each client-focused team will need to have a firm-wide standardized planning process for driving to greater market share.
7. The client-focused team members will need to have a high level of collaborative team skills.
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10 Ways To ImproveBusiness Development, Cont’d.
8. The firm will need clear data on opportunity by client, market share by client, practice area, and geography.
9. There will need to be a long term formal change process in place to become more client-focused using teams.
10.The marketing/business development professional will need a new set of skills to accomplish key client team objectives and drive market share.
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William J. Flannery, J.D.The WJF Institute11044 Research BoulevardBuilding A, Suite 110Austin, TX 78759
512-338-1758Fax [email protected]
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