Here are some business development secrets.
I had the greatest time speaking with Lou Diamond CSP about professional services marketing and what makes lawyers become rainmakers.
Some hints:
1. The most significant relationships between clients and their lawyers develop over time. That means – start lawyers early on in training them about business development, and help other to be persistent at staying in touch with the people.
2. Treat your marketing and business development people well. They are your advocates. They want to help you grow the practice, so make them your colleague, not your “get me X” person. Listen to them when they want to discuss strategy before tactics.
3. Concentrate on building trust with employees and clients. That means constantly (1) improving your expertise, (2) being empathetic to their issues and (3) being authentic. We know these three elements are essential.
Listen in to a snippet below! In the interview, I also give some highlights from my book “Breaking Ground.”
Thank you, Lou. I look forward to remaining in touch!
