Chuck and Evan Polin from the Training Resource Group, one of our networking partners who I have been fortunate to meet through our membership with Business Clubs America, graciously presented an introductory training seminar recently at our Marlton, Plymouth Meeting and Philadelphia business center locations. Evan was kind enough to recap part of the seminar by providing 5 tips to help attorneys become better rainmakers.
Rainmaking Tips for Attorneys
By Chuck and Evan Polin of The Training Resource Group
www.trainingresourcegroup.com
1. Have a plan for business development: Most attorneys do not have a plan for business development. They would like to open new files, but they don't have a plan or a process in place. Make sure you focus on: who you'd like to target, utilizing prospecting activities that will place you in front of your target, and spending the time that it takes to build your practice.
2. Your business should increase by 25% each year strictly through referrals: It is vital that you are proactive in asking your clients and strategic partners for referrals. If you are not building your business through referrals, you are working harder than you need to be working.
3. You should work to have your prospects see you as a trusted advisor, not as a vendor: It is important that you are not viewed as a commodity by your prospects and clients. It is important that people view you as a problem solver. Vendors have short term relationships and get shopped on rate, strategic advisors stay with their clients for a lifetime. Do your prospects and clients see you as a trusted advisor?
4. Developing business is about trust and relationships: It is important to develop a relationship with your prospects starting with the first meeting. Clients need to trust you to be able to share their concerns with you. We also find that clients like to work with people they like, and clients like to work with attorneys who they feel are like them. If you don't develop rapport early in the process, you won't develop business.
5. The number one reason that clients leave is because they don't feel like you "love them" any more. Our experience tells us that clients leave when they don't feel appreciated any more. What are you doing to show your clients that you care?
If you find these tips helpful and are interested in learning more about developing more business in 2010, you should know that The Training Resource Group in Conjunction with the Philadelphia Bar Association is holding a four part training program designed to teach business development skills to attorneys. After completing the four part Program, participants will have the mindset, skills, and confidence to create an individual business development plan, successfully network and create strategic partnerships, better cross sell current clients and build account relationships at a higher level. The Program will focus on teaching tactics and techniques that will help participants to develop new opportunities, and turn those opportunities into new clients.
You or members from your firm should attend if you are concerned about producing new rainmakers for your firm, increasing your own practice, and developing an essential skill set that was never taught in law school.
As an added benefit, American Executive Centers' clients will receive a $50.00 discount off the price of the program.
When: Fridays: April 9, April 16, April 23, April 30
Time: All sessions 12:00 - 2:00 pm
Location: Philadelphia Bar Association, 1101 Market Street, 11th Floor, Philadelphia, PA
Fee: The cost is $795 per participant which includes four training sessions, one individual coaching session, & materials.
RSVP: Please call 215-320-4650 or fax back registration forms