09091009 Building Your Practice
- 1. Building Your PracticeSteve Herzberg, NRG Solutions9th September, 2009
- 2. What do you think makes a great business developer?
- 5. Who is Steve Herzberg?
- 6. Main objectives for today
- 8. 8 things I’ve learnt from the firms I have worked withIt takes time , but it really does workYou need buy in from the senior partnersLawyers want proof, evidence and data that it worksYou have to set targets and measure performanceIf they see the value in it ($) they’ll do itThe person delivering the work must have credibilityThe better performers are the most receptiveWatch billable time – short / sharp coaching sessions
- 9. Great business developers2010 billingsSkills2009 billingsActivitiesGoals + Persistence + Focus = Success
- 10. Building Your Practice on one handFearRelationshipsFutureLittle thingsAttitude
- 11. It’s all about the little things“How are you bowling comrade?”Harvey Mackay
- 13. Your networking planHow many new contacts do I want this year?How many events will I attend? (and speak at)How many events will I host or co host?Which magazines or newspapers do I want to read?Which associations / clubs should I join?Allocation of time and $ to networking per month?How many articles will I write and send to clients?What is my referral strategy?What’s my social networking strategy?
- 15. Social networkingActive membersPassive membersBlatant self promoters
- 16. Would you like fries with that?
- 17. 80% of life is just turning up
- 19. 3 magic questionsWhat prompted you to come along today?What type of work do you do?That sounds interesting, tell me, how did you get into that type of work?
- 20. The dental floss of BDBuild in a follow up system for your lawyers
- 21. 7 options for staying in touchReview meetings – once per yearEmail, SMS or lunch – (on their birthday) NewsletterArticles of interest (scan, links or snail mail) Invitation to an event or seminarTelephone call for a reason – advice / coffeeReferral for them (or use their service)
- 22. Provide referrals to the right peopleDo outstanding work Ask for them at the right time Three golden referral rules
- 23. Referrals Who do you receive referrals from? Who do you provide them to? Why aren’t you receiving more?
- 24. Next stepssteve@nrgsolutions.com.auFree marketing audit for your firm2 for 1 offer on NRG public courses in November: www.nrgsolutions.com.au and click on public programs. Enter the code ALPMA offer when registering
- 25. Steps to follow at your firmAssess current skills and BD gapsMake the horse thirsty Work from the top down – build into your cultureMeasure it – allocate $ per partner to marketingLift activity first – skills secondChange perceptions – over time Follow up, measure and develop your stars
- 29. 0421 864 288
- 30. Linkedin – Steve HerzbergPlease leave your card with meFor more informationA marketing audit for your firmA copy of the slides