Legal Marketing & PR

Last Day to Register for Webinar: Business Development in a Severe Downturn

By Larry Bodine, Esq.

For law firms planning to be in business in 2009, don't miss this Webinar: Business Development in a Severe Downturn -- How CMOs Can Train Partners to be Rainmakers.
	PRESENTED BY:	Incisive Media
	SPEAKER(S):	Iris Jones, Chadbourne & Parke;  Larry Bodine, Esq., Apollo Business Development; and Darryl Cross, LexisNexis
	DATE:	Wednesday, December 3, 2008; 12PM - 1PM Eastern
	LOCATION:	Over the Web, on your computer
	MORE INFO:	CONTACT: Laura Kresich; (Tel) 773.966.9273 or  lkresich@lawmarketing.com

It's now official: The U.S. entered a recession in December 2007, according to the National Bureau of Economic Research.  The law firms that survive and indeed, thrive, will be those that attend this not-to-be-missed program addresses several perennial challenges facing law firm CMOs and marketing partners, including:

Motivating the attorneys to conduct business development.

Demonstrating the marketer’s value to the management committee.

You will learn what the key business development tactics to use to get your lawyers into face-to-face meetings that generate new business. This program is also designed to get marketers off the dreaded “overhead” category of a law firm’s ledger, and solidly onto the “revenue” side. In today’s increasingly competitive law firm environment, Chief Marketing Officers and law firm business development professionals need a new strategy for competitive advantage.

"This will no doubt be the most challenging year the legal industry has seen since 2001" -- Dan Dipietro, of the Citi Private Bank, writing in the Oct. 2008 American Lawyer magazine.

The program draws on the collective experience of Iris Jones, the Chief Business Development and Marketing Officer of Chadbourne & Parke -- an AmLaw 100 law firm with $281,000,000 in gross revenues -- and Apollo Business Development expert Larry Bodine, Esq. plus Darryl Cross, Vice President of Client Profitability at LexisNexis.  Together, they have helped dozens of law firms generate millions of dollars.

NEW EXPANDED CURRICULUM:  

• The law firm recession is here, and how to beat it.
• How the federal bailout bill will increase spending on law firms.
• The top practice (of 5) that will lead the profession out of the recession.
• Industries with the strongest fee growth rates.
• "Don’t be caught selling smoke detectors to someone whose house is on fire. Sell fire extinguishers."
• The three results that make lawyers support business development.
• Treating relationships like currency.
• Turning seminars and sports events into moneymakers.
• Using competitive intelligence not only to find answers, but to develop selling questions.
• The duty to cross-sell clients.

You'll also see the methods that 480-lawyer Chadbourne actually uses to activate their lawyers to bring in new files:

• A strategy for business development training
• Creating a training calendar and what to put on it.
• Providing tools to simplify tracking contacts.
• Using competitive intelligence -- to look for the relationship, not just the name of the competing firm.
• Creating a "Client Service Team Information Kit."
• Offering in-house business development planning -- with action plans and progress reports.
• Cultivating rainmaking programs with internal roundtables and team presentations.
• Establishing a proposal center.
• Demonstrating accountability.

Join us for this live Web seminar and learn how to jump start your firm's business development program and increase profits.

Full post as published by Larry Bodine's LawMarketing Blog on December 02, 2008 (boomark / email).