Business Development Strategies for Partners and Fee Earners

This invaluable report is a step-by-step guide to ensuring partners and fee earners are fully equipped to deliver new business and maximise the value of existing clients. In-depth research focuses on creating a firm-wide culture that understands the importance of business development and client care but also on developing an effective strategy that still reflects your firm's unique identity and long term goals. The report offers you unique insight by providing case studies not only from law firms currently achieving success with these techniques but also from the client point of view. Business Development Strategies for Partners and Fee Earners will help you focus the skills and experience of your partners in delivering a genuine impact on new business acquisition and the profitability of your law firm...Topics covered include: Developing a true business development culture; Overcoming resistance to new sales ideas; Measuring the returns of your new business program; Training new and existing staff; Improving customer service to increase client loyalty; Attracting new clients and uncovering new revenue streams; Tips on tendering and standing out in the selection process; and increasing cross selling and referrals.