Synopsis
In the Legal Business Development Quick Reference Guide, law firm business development consultant Jim Hassett has distilled his decades of sales training experience into a handbook designed to meet the needs of the busy law firm attorney. The way Hassett planned the book, a lawyer need not read it from start to finish but can open it nearly anywhere and find useful business development ideas that will be relevant to his or her practice.
Part 1 of the book describes the Top ten ways to increase results from your limited marketing time including prioritize relentlessly, start with current clients, listen, and plan advances. Regarding listening, Hassett writes, The client is a lot more interested in her own problems than in your capabilities. If she did not think you were good she wouldn t waste time meeting with you. So you need to devote most of your meeting time to focusing on what she wants, needs, and feels.
Part 2 is an A to Z reference, organized alphabetically to make it easy for lawyers to find exactly the information they need, just when they need it. It includes tools and checklists for everything from the best ways to increase client satisfaction to a list of 67 questions to get a business development conversation started.
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About the Author
Jim Hassett is the founder of LegalBizDev, which helps law firms increase profitability by improving project management, business development, and alternative fees. Before he started working with lawyers, Jim had 20 years of experience as a sales trainer and consultant to companies from American Express to Zurich Financial Services. He is the author of 11 books, including The Legal Project Management Quick Reference Guide and The LegalBizDev Survey of Alternative Fees.
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