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Building Your Practice
Steve Herzberg, NRG Solutions
9th September, 2009
What do you think makes a great business developer?
Who is Steve Herzberg?
Main objectives for today
Fresh look at BD
Share my experience
3 ideas
Building your
Practice
1. It takes time , but it really does work
2. You need buy in from the senior partners
3. Lawyers want proof, evidence and data that it works
4. You have to set targets and measure performance
5. If they see the value in it ($) they’ll do it
6. The person delivering the work must have credibility
7. The better performers are the most receptive
8. Watch billable time – short / sharp coaching sessions
8 things I’ve learnt from the firms I have worked with
Great business developers
2010 billings
2009 billings
Goals + Persistence + Focus = Success
Skills
Activities
Building Your Practice on one hand
Attitude
Future
Relationships
Little things
Fear
It’s all about the little things
“How are you
bowling
comrade?”
Harvey
Mackay
Great practice buildersHave a
plan EventsAsk
interesting questions
Remember names and
details
Rapport skills
Link people
Interested in people
Manage their data
Follow up
1. How many new contacts do I want this year?
2. How many events will I attend? (and speak at)
3. How many events will I host or co host?
4. Which magazines or newspapers do I want to read?
5. Which associations / clubs should I join?
6. Allocation of time and $ to networking per month?
7. How many articles will I write and send to clients?
8. What is my referral strategy?
9. What’s my social networking strategy?
Your networking plan
1. Active members
2. Passive members
3. Blatant self promoters
Social networking
Would you like fries with that?
80% of life is just turning up
Good, better, best
Good to go
Better to
host
Best to be speak
er
3 magic questions
1. What prompted you to come along today?
2. What type of work do you do?
3. That sounds interesting, tell me, how did you get into that type of work?
The dental floss of BD
Build in a follow up system for your lawyers
1. Review meetings – once per year
2. Email, SMS or lunch – (on their birthday)
3. Newsletter
4. Articles of interest (scan, links or snail
mail)
5. Invitation to an event or seminar
6. Telephone call for a reason – advice /
coffee
7. Referral for them (or use their service)
7 options for staying in touch
1.Provide referrals to the right
people
2.Do outstanding work
3.Ask for them at the right time
Three golden referral rules
1. Who do you receive referrals
from?
2. Who do you provide them to?
3. Why aren’t you receiving more?
Referrals
Next steps
1. [email protected]. Free marketing audit for your
firm3. 2 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
1. Assess current skills and BD gaps
2. Make the horse thirsty
3. Work from the top down – build into your
culture
4. Measure it – allocate $ per partner to
marketing
5. Lift activity first – skills second
6. Change perceptions – over time
7. Follow up, measure and develop your stars
Steps to follow at your firm
Swim with the sharks and don’t get eaten alive Harvey Mackay
The Trusted AdvisorDavid Maister
Get more referrals nowBill Cates
Stay in touch
www.nrgsolutions.com.au
0421 864 288
Linkedin – Steve Herzberg
Please leave your card with me
1. For more information2. A marketing audit for your
firm3. A copy of the slides