The best Sales Advice in the World
[Storvo.inc from Flickr] Shut up. But, truthfully, how useful is it? It’s a bit like asking you to hold your breath running to catch a bus. Of course, whoever coined the expression was…
The HARD sell of Legal Services
I can hardly wait. More or bigger entrants to the UK legal market. No doubt, the usual marketing triggers will be wrung through. Interruption marketing will be the default position. How many times have you…
The Art of Business Development (with a few How-Tos …)
Times are tough. “No s*** Sherlock.” Every day you are driven to work harder and harder to make a $/£ or two. And still the targets keep going sky-ward, despite such euphemisms as being…
Think Beyond the 80/20 Rule
Pareto still holds good as a general principle.
But the trouble is for most firms they don’t look hard enough at why it is or what it is that determines the 80% from the 20%.
It is not just a case of finding more like the 20 but rather in understanding what it is that you can do more of for the 21, 22, 23 etc to grow the percentage of clients that you would prefer to have as clients.
If you want to earn more, learn more
“From a practical perspective there may be two simple reasons why you don’t serve as many clients as you’d like to today. Either you don’t know how to attract and secure more clients or you know what to do but you are not actually doing it.”
Michael Port, Book Yourself Solid
Have you worked out (yet) your Ideal Client?
High net worth?
A vertical market: banking, charities, energy?
Repeat instructions?
Institutional?
Someone who doesn’t complain even when you screw up?
Those people/organisations that you Like (and hopefully like you)?
Frankly, the list of Definitions is endless.
Why lawyers would rather practice law than market their practice
Why lawyers should play to their core strengths
Would you take Wilkinson’s Road Traffic Offences on holiday?
Professional practice is a lifelong journey
