Business Development Inc.

Latest from Business Development Inc. - Page 2

There is no question that we are currently experiencing a global economic downturn. The ONLY question is how long it will last, and how deep and broad the impact will be. A recession (in any individual country) is formally declared after a fall in gross domestic product (GDP) for two consecutive calendar quarters. But, most law firms and other companies don’t have the luxury or time to wait to act until a formal recession is…
I am flabbergasted that my LinkedIn post suggesting that we all stop using the term “non-lawyer” has gotten over 91,000+ views to date, as well as over 900 likes and over 140 comments (https://www.linkedin.com/posts/juliesavarino_law-lawyer-inclusion-activity-6628283900420505600-u3zm). For those that missed the above post, here it is: Let’s all stop using “NON-LAWYER”! John Croft, President & Co-Founder of Elevate told me he is often called or referred to as a “non-lawyer” to his face, which can…
Effective #networking requires meeting new people (and staying in touch with those you already know). To get to know people you don’t know well or strangers you would like to meet, when attending a business event or social occasion like a conference, trade show, fundraiser, party, dinner, seminar, awards banquet, association meeting, on an elevator, etc., 1) armor yourself with a positive, approachable demeanor and attitude, 2) make the first move to initiate a conversation by,…
All clients want to be: 1. Treated like a person and respectfully. 2. Listened to and heard. 3. Asked their opinion/what they think. 4. Informed ahead of time. 5. Responded to promptly. 6. Cared about. 7. Given options and choices whenever possible. 8. Educated, they want to learn something new, different or something they did not already know. 9. Made to feel a bit more comfortable and secure, so their confidence increases. 10. Told up…
Strategically review and assess the firm’s current RFP intake and response process. Make no mistake – it is a process that is ripe for efficiency improvements and can be optimized using Six Sigma techniques. Proactively and regularly discuss fees/costs/budgets with key clients – use annual reviews, focus groups and a dedicated, in-house or external professional to plan, and have these conversations regularly. Educate all lawyers and relevant staff on how to select which RFPs to…
1.  How do clients define value? Clients’ definitions of value vary. Common definitions include: Value is low or lowest price. Some clients want only the absolute lowest price. But is that really value? That is, did they get what they expected and paid for? Value is getting what is most wanted from a product or service, i.e., perceived value for the money. Value is quality plus result received for total price paid, i.e., total received…
Along with clients’ traditional measures of value — quality, service, time and total cost — what’s new (or now has increased emphasis) is that more law firm clients are demanding (and in some cases, requiring) a law firm’s use of diverse lawyers to staff their matters and are also demanding total cost predictability. It is well known that there remains a lack of qualified, diverse lawyers working in law firms, and law firms continue…