Talk beyond the speech also matters; superior rainmakers know that what they say and do before and after giving a speech can also lead to client development

Article Abstract:

Seeing preparation as a key part of client development is something lawyers need to understand. Before a presentation at a conference, lawyers should identify people who could become potential clients from the registration list, arm themselves well with information on issues relevant to the conference and to potential and existing clients, and know what their firm is doing about these issues so they can respond to questions. Successful presentations contain a statement of the problem, various ways of confronting it, and various ways of alleviating it.

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Boost marketing effort by involving the staff

Article Abstract:

Boulder, CO law firm of Chrisman Bynum and Johnson makes support staff a part of marketing training and efforts, considering them the front lines of client contact and with good knowledge of what clients want and need. Including staff in client development gives them a feeling of ownership in the resulting ideas. Another step to cohesive marketing is staff inclusion in meetings at which client matters are discussed.

Chrisman Bynum and Johnson

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