An Introduction to Business Development for lawyers

A survival guide

‘Learning is not compulsory….but neither is survival’ – W. Edwards Deming

Law firms are facing increasing competition from both within and outside the profession. Some firms have merged and pooled both resources and expertise in order to become more competitive. Others have realised the need to become more business and market focused and to combine the complex business of law with a commercial approach. All firms must carefully consider the criteria clients apply when choosing a law firm to work for them and the criteria they subsequently judge that firm by, both in terms of legal advice and outcome, as well as the delivery of service to the client. With increasing competition there is no room for complacency. Nothing should be assumed in the relationship with the client.

Many lawyers feel that the delivery of the law and business development are two separate functions. They are not – they are inextricably linked and the lawyer is involved at all stages of the business development process.

This course is designed to give you an understanding of the business development process and activities with which you as a lawyer should be involved.

The course has numerous practical examples and exercises and also focuses on the vital skills of networking.

Course Content:

  • What is business development?
  • The business development process
  • Tools and techniques in business development
  • Climbing the relationship ladder
  • Understanding your brand and how it relates to your core values

Networking

Working the Room – Making the Room Work for You!

Seminars and social functions are one of the most valuable business development opportunities available to any lawyer. However, without the right strategy and skills to manage these events you may fail and fall into one of the many traps:

  • You fail to meet the people you want to meet
  • You spend too much time talking to colleagues and friends rather than to potential clients
  • There is too much ‘hard sell’ of your firm and not enough social chit chat
  • You feel very uncomfortable at attending such events

Content:

  • How to plan and prepare as either a guest or a host
  • Managing your personal impact
  • Overcoming your networking nightmares
  • Working the room – entering and exiting groups, making effective introductions, getting airtime, building rapport
  • Use of business cards
  • Next steps – the magic of the ‘creeping barrage’.
What does your fee include?
  • Coffee & Danish on arrival
  • 2 course buffet lunch
  • printed certificate
  • Delegate Stationary
  • Refreshments on tap all day
On successful completion each candidate will receive a course certificate.