OVERVIEW OF BUSINESS DEVELOPMENT
A FRAHAN LEGAL ACADEMY COURSE
The mindset, strategies and tools to build up your client base and attract new business in line with your aspirations.
Business development is a challenge of increasing importance for lawyers as they grow into the profession.
It is critical for senior associates to make it to the partnership; from there, it remains a major area of attention and effort. This course will provide you with an insightful overview of all the dimensions of BD.
Available in English, French and Dutch. The content of the course may be customised to address your organisation’s specific needs and goals.
WHO SHOULD ATTEND?
This course is for partners, counsel and senior associates aiming to build up, maintain, or expand their client portfolio and the volume and quality of assignments they receive from them.
It will be highly beneficial to participants facing a particular challenge in relation to BD, such as getting started with BD, increasing their client base, orchestrating BD efforts for their department or firm, improving cross-selling, and more.
WHAT PARTICIPANTS WILL LEARN:
HE FOUNDATIONS OF BD
Creating value for your existing clients
Determining your specific challenge in relation to BD
Linking BD to your professional and personal aspirations
How to define your strategy and meaningful BD goals
The mindset and psychology of proactive engagement in BD
Why and how to do a quantitative and qualitative assessment of your portfolio
Understanding how clients make decisions about choosing lawyers
How to free up time and mental energy for BD
Integrating your personal efforts into the firm’s BD strategy
The Yin & Yang of BD
BUSINESS DEVELOPMENT IN PRACTICE
The five steps of the BD funnel
Branding and marketing for lawyers
How to approach and engage in meaningful conversations with potential clients
Converting prospects into clients
Dealing with the client’s procurement team
Client relationship management
How to make cross-selling work
Transforming one-time clients into clients for life
Transforming your clients into enthusiastic ambassadors
Dealing with the ups and downs of business development
RELATED RESOURCE:
Business Development Coaching for Professionals
