10 Action Steps for 2010
You don’t have to be a big, national firm to put sizzle into your marketing and business development efforts for 2010. 

In talking with firm partners, we’re hearing over and over again that they want to think about the    future………and the future seems a little overwhelming. Where do we recommend you start?

1. Embrace social media.  It is not going away.  LinkedIn and other social media platforms are powerful tools to connect with referral sources, prospects and clients. Over 94% of clients and consumers refer to the internet or social media sites to check you out before engaging with you. Another misconception is that it takes tons of time to create a profile, connect with others and respond to inquiries.  We can show you how to effectively use these tools in only 10 minutes a day.
 

2. Deliberately ask your clients “Hey, how are we doing?” Pick your firm’s top 10 clients and 10 not-so-top clients and schedule informal meetings. Use this time to ask how they believe the relationship with your firm is going.  Is your firm responsive to their needs? What could your firm do better?  Is there a service your firm could offer?
 

3. Evaluate your referral network. Identify the bankers, attorneys, CPAs and other service providers who work with your clients. Meet with them (better yet, connect on LinkedIn!) and succinctly tell them what you are looking for and ask what they need in a referral.
 

4. Tell your staff THANK YOU.  The most successful leaders we’ve worked with are those that consistently shower praise on rock star client service professionals. Don’t underestimate the power of a sincere “thank you” or “great job!” to a staff person.
 

5. Collect client testimonials.  If you are not comfortable having the conversation, engage outside help to conduct interviews with your key clients. Repurpose the comments on your website, brochures and proposals.
 

6. Build your top ‘gotta have’ clients for 2010. Who are your firm’s top prospects? Build a file on each, research them online, figure out who their key service providers are. What is your strategy to get in the door?
 

7. Research organizations that match up with your clients and prospects.  Where does your firm need to be?  Just paying your annual dues to the local chamber won’t bring results unless you actually show up.
 

8. Dig deep into your data.  Every firm has a treasure trove of intelligence on clients. Take time to analyze your clients; identify clients that could be terrific cross sell opportunities.  Pinpoint clients that cost you money and resources……and would be happier elsewhere.
 

9. Talk with your staff, partners and others about what really makes your firm great.  It’s doesn’t have to be an Oprah moment.  What really sets your firm apart from competitors? Where do you have opportunities? What challenges do you see coming in the next year? Bring in an outside facilitator if needed.
 

10. Follow up on lost opportunities.  A law firm in town recently interviewed with a large national organization for an outside counsel position. After investing hours in a Power Point presentation and preparation, they learned they were eliminated. No one from the team bothered to call the organization to ask “why” they didn’t make the final cut. Always ask why or what could you have done differently when losing an opportunity.  urx2n6qv9