Everyone else services those clients and assumes that enough business will continue to show up somehow. This means looking for business only in your practice area. Tax lawyers looking for tax work, etc. One corporate lawyer, seeking to groom bio-tech startups,had begun a relationship with a university's business incubator. During a coaching session, he complained of a recent meeting at which the department heads kept steering the discussion back to a technology transfer problem.
Few lawyers know how to qualify and avoid investing precious time on a doomed sales process.
Pitching Pitching is telling a prospect all about your firm, your services and yourself, and hoping that your presentation's sheer mass, and the innate attractiveness of your services will motivate the prospect to go through the cost and dislocation of replacing an incumbent. Selling is using the questioning and listening skills that made you a great lawyer, in a disciplined way, to learn which of this prospect's many needs are not being fulfilled satisfactorily. Our studies show that, on average, firms' Top 100clients buy only three or four of the two dozen services typically available. Partner Shock Newly-minted partners awake to the harsh fact that partnership includes developing business, whether the firm and they have prepared for it or not. Product Cycle Blindness Law firms are premium-priced manufacturers of custom products tailored to client needs.