By Jennifer O'Leary Cathell
Your network is always your best resource, so I called upon my own to get input for this issue of Strategies. These resources can help guide the law firm professional looking to up their sales and business development (BD) game:
In this book, J. Kelly Hoey offers a fresh approach to building your network and leveraging your connections successfully. She presents strategies that are designed to help in forming strong relationships. She also reveals simple ways to harness the power of your network to accomplish any ambition.
"The Snowball System, How to Win More Business and Turn Clients Into Raving Fans," by Mo Bunnell
The article Mo Bunnell wrote for this issue of Strategies represents just the tip of the iceberg of what he has to offer to those looking to improve their BD skills. The Snowball System offers powerful and proven tools for BD. Bunnell's science-based system is effective, efficient and easily adapted into your day-to-day work.
"Daunting to Doable: You Can Make It Rain," by Karen Kahn
This practical guide to business and relationship development is designed to help lawyers develop business, but it can also help BD and sales teams better understand the stumbling blocks their lawyers face. The book provides step-by-step instructions to help a person move from thinking about success to actually achieving it.
"Seven Missing Links: The Sales Lessons That Law Firms Still Must Learn From the Corporate World," by William J. Flannery
This white paper, publicly available on the WJF Institute website, explores why the transition to a true sales culture still mystifies many law firms. Flannery outlines seven missing links — the strategies and tactics that the corporate world identified many decades ago that have become the guiding principles of the modern corporate sales cultures. Law firms, take note: Understanding the challenges is the first step to overcoming them.
This article originally appeared in September/October 2018 issue of Strategies magazine. Click here to learn more about LMA's flagship publication and access the digital archive.
Jennifer O'Leary Cathell is the director of marketing at Analysis Group, Inc. in Boston, Massachusetts. She is also an editor for Strategies magazine.