Career Success Resources: Business Development and Marketing

Transforming yourself into a business developer: the baseline -- Developing your brand through internal networking -- Building an excellent external reputation -- Taking the work out of networking -- Getting the most out of in-person events -- Fitting business development into your busy life -- Appreciating where clients come from -- Asking for referrals -- Use education as a client incentive -- Communicating with your clients -- Expanding the client relationship -- Responding to an RFP and pitching to a client.

Opening the boxes of best practices -- Technology and marketing : the impact of procurement, proposals, outsourcing and AI -- Client relations -- Culture and pursuing new business -- Building a marketing department and hiring the right CMO -- Rewarding business development, coaching and training -- Personal positioning, visibility and tactics -- Traditional and social media -- Women and marketing -- The future of business development and legal marketing.

Learn from the experts -- A to Z business development guide for lawyers -- Avoid these disasters -- Summary and conclusion -- Exhibits 1-4: Questions for strangers/potential clients/clients -- Exhibits 5-10: How to identify and create ideal target client list -- Exhibits 11-16: Business development plan templates -- Exhibits 17-20: Understanding the sales process -- Exhibits 21-25: Marketing firm/self -- Exhibits 26-28: Key business development topics -- Exhibit 29: 300 questions to test your BD IQ/answers in the book.

Also available as an e-book linked through the catalog. A valid Loyola ID and password is required for e-book access.

Part I : Skills, practices, and attitudes -- Introduction -- Inter-cultural skills -- Consultation -- Agency relationship -- Professional relationship -- Judicial relationship -- Part II : Serving underserved populations -- The prisoner -- The releasee -- The homeless -- The debtor -- The divorced -- The foreclosed -- The soldier -- The immigrant -- The disabled -- The children -- Part III : Serving the charitable organization -- The nonprofit board -- The self-help center -- The pro bono program.

Getting started -- The business development framework -- The business development process : plan -- The business development process : interview -- The business development process : design -- The business development process : solutions -- The business development process : decision -- Appendix A. business development for firms of differing sizes and types -- Appendix B. Opinion surveys can help keep clients happy -- Appendix C. Gems, new normals, and rules.

Develop a revenue mind-set -- Understand the financial indicators -- Establish revenue capacity -- Track results -- Look for revenue -- Heighten the significance of client intake -- Manage client expectations -- Keep clients grateful -- Find the magic : payments by return mail -- Let your clients do the marketing -- Leverage expertise -- Offer value based fee methods -- Leverage the firm's technology -- Grow the paralegal role -- So, what about hours and rates? -- Using the band-aid -- Create meaningful financial reports -- Utilize partner compensation as a management tool -- Enlist practice group leaders -- Empower leadership -- Embrace change -- Take the first step -- Final thoughts.

(From the publisher) No matter the size of your law firm, this pragmatic book shows you how to utilize client surveys, Web sites, brochures and collateral pieces, databases, newsletters, direct mail, seminars, special events, advertising, public relations, proposals, presentations, and interviews.

Through original and secondary research, detailed in the book, Dr. Reeves illustrates how women often are more successful in certain aspects of business development (networking, establishing relationships, delivering excellence in client service), but these successes don't get recognized by firms who primarily reward closing the sale and getting the credit for the sale - two areas where women have different behavioral patterns than their male colleagues. Dr. Reeves explains why most women (and also most men) fall prey to this flawed traditional business development approach and offers a series of alternative approaches that professional women (and most men) as well as the firms in which they work should use instead. Dr. Reeves's research and solutions are innovative groundbreaking, and they have the potential to revolutionize business development for women (and most men) and to propel women into the leadership roles which have thus evaded them.

What is personal branding? -- Why does your personal brand matter? -- Is your personal brand happy? -- Unique selling proposition: what sets you apart from other lawyers -- Visual branding -- Marketing materials -- Networking your personal brand -- Communication and your personal brand.
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Introduction -- How to create a blog for free -- Social networking sites -- Marketing in the law office -- Marketing activities -- Reach new clients through participation in barter groups -- More marketing tips and ways to improve your productivity -- Conclusion -- Exhibits.
Contents of CD-ROM: Complete book exhibits -- Non-legal sites to list seminars and events -- Free legal sites to create a bio and list an event -- Free non-legal sites to create a bio and list events -- Sites located on Yext -- Other miscellaneous sites to create a free bio.

Your marketing plan -- Image -- Networking and social media -- Communications : E-mail, telephone, snail mail, and more -- Old advertising/new advertising : websites and more -- Public relations : press releases, brochures, newsletters, and more -- Writing and speaking -- Gifts and entertainment -- Inside your law practice -- Making the pitch.