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
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.
THE WJF INSTITUTE© • All rights reserved 2010
10 Ways To ImproveBusiness Development
THE WJF INSTITUTE© • All rights reserved 2010
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.
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.
THE WJF INSTITUTE© • All rights reserved 2010
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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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THE WJF INSTITUTE© • All rights reserved 2010