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When I have the privelege of working with attorneys in seminars and on-on-one planning, I hear a word constantly that comes from the conversation: Process.
A few years ago I did a poll with over 200 attorneys. People considered rainmakers, and what I found were common traits.
When I discussed the Client Development Process, alot said, "well yeah, I do that already, just never had a name or a system to it." In other words, they have a Process, it's just unconcious to alot of them.
In everything that we do well there is a Process. Every litigator has a Process for preparing for trial. Every Doctor has a process for doing surgery. Every athlete has a training regimine or Process.
Implementing a Client Development Process for you and your firm involves:
Understanding and coordinating your firm/ individual message: I consult with various people from within a firm from marketing to the managing partner to the receptionist, and if possible with clients that you select, to understand your unique capabilities. From this, we create messaging that ties to your brand.
Customized seminar that is facilitated with your attorneys: I don't give canned seminars to firms. The idea is to arm attorneys with how the Process works in your unique environment. I say, "facilitate" because it is interactive and fun. Not death by powerpoint.
Individual consulting: When I leave, you have phones ringing, research to do, everyday work duties. The Process is lost if there is not a plan to implement it. The individual consulting is meant to identify how the Process can be used to work with each attorneys strengths and create a plan moving forward. We confidentially discuss prospects, qualification, and securing incremental business.
Success measurement: This is a pilar of Client Development Process that I teach and practice. I work with firms closely to consult as the firm and attorneys engage the Process and measure results. Every 90 days, I meet with the firm formally to track the success of the Process implementation. What is working, what needs to be adjusted.
In this economic environment I find that firms are looking to reduce costs. The strong firms invest in their future growth. I have worked with several firms and and thousands of attorneys. Please contact me to discuss how Client Development Process can be an investment that will help reduce costs, improve efficiency, and facilitate the type of growth that your firm is looking for.
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