Matt Thompson, the director of the Client Success Team Program for the LexisNexis InterAction business, has a great blog post on LawMarketing.com about turning business development activity into real results.
Lawyers start out with the best intentions, but then get busy and business development falls to the wayside. He offers these 6 tips:
1. Focus on the right process. This refers to better understanding the steps a general counsel or a corporate buyer takes before making a purchasing decision on a legal matter. Once an attorney has insight about what it takes to get hired, they can chronicle the information in a customer relationship management (CRM) platform. In other words, the technology can remind the attorney what it takes to win the business. These steps can also be applied to winning future matters.
2. Focus on proactive prospecting actions. Attorneys should redirect business meetings to focus less on what they've done for their clients in the past and more on what they plan to do to tackle their clients' upcoming business challenges. Honing in on what is to come rather than highlighting past successes is a good rule of thumb.
3. Use Technology to Provide Accountability. Unless an attorney has a photographic memory it's nearly impossible to remember every detail about a client or prospective clients' history, given the pace of communications today. CRM solutions can catalogue important historical information and remind attorneys when important touch points should be made. These tools can also help attorneys better understand where to spend their time with respect to business development.
...for the rest of Matt's tips, please visit