“I need to develop a book of business!” Whether you are a new attorney in a large or small firm, a mid-level associate or a partner who has relied on existing clients to fill your calendar and charge your time, this moment will come for most lawyers.

Not taught in law school, business development is now an integral aspect of being a successful lawyer. Business development includes personal brand building, networking, and client relationship management. P2B FirmBuilders works with law firms, practice groups, and/or individual lawyers to create and execute plans for developing personal brands, gaining visibility, building and cultivating networks, and obtaining new business. We also assist with utilizing online resources to research prospects and CRM technology to track your progress. The following are examples of the types of Business Development Support we can provide:
 

1. BD Plans — Strategy, Clients, Colleagues, Referral Sources, Prospects, Targets, Speaking Engagements, Participation in Organizations
    
2. LinkedIn Profiles
    
3. LinkedIn Firm Profiles
    
4. LinkedIn Use and Engagement
    
5. Website Bios
    
6. Website Lead Conversion Programs
    
7. Articles and Client Alerts Editing and Production
    
8. Newsletters
    
9. Article Placement Assistance
    
10. Client Plans
     
11. Professional and Business Organizations Plans
     
12. Pipeline Development
     
13. New Business Pitches
     
14. CRMs and Tracking Systems
     
15. Coaching

Whether you are a lawyer currently working in a firm, one who has just launched their own firm, or a leader of a firm, we can work with you to retain and obtain clients.
 

Sales Enablement

For many lawyers, sales is a foreign concept. Client Relationship Management is one of the cornerstones of marketing and business development programs. Satisfied clients stay with firms and refer business to them. Unhappy clients focus more on fees than on the value of the services being provided to them and are vulnerable to overtures from other firms. Creating a client-centered culture requires aligning service, communications and human resource development processes with the needs of clients. A professional’s focus on client needs starts in the courtship stage of the relationship. During this time, the professional conveys genuine interest in the prospect’s business and demonstrates a deep understanding of his or her business issues and objectives. Because courtships can go on for a long time, professionals need to keep in touch with the prospective client through written communications, social media, phone calls, social and business meetings, and firm events.

Clients also require consistent attention. Professionals can deepen their relationships by communicating with them regularly and demonstrating that the client’s issues and interests are foremost on their minds.

P2B FirmBuilders CRM services are comprised of four blocks of services:
 

1.  Client Relationship Management Systems are database platforms used to retain information on prospects, referral sources, and clients and their businesses; track interactions such as meetings, mailings, and events; and monitor the relationship’s status. These systems are important tools in successful business and client development programs.
   
   There are many CRM platforms from which to choose. P2B FirmBuilders works with clients to determine which system fits best with their culture and budget. We work with your marketing and technology teams to develop workflows, conduct training, and link the system to outside providers of information to facilitate selling and client service. We also work with developers to create custom SharePoint applications.
    
2. Client feedback interviews contribute to client relationship management programs and to client teams. P2B FirmBuilders helps firms select which clients to interview, constructs interview guides, and presents the findings to client teams and firm management. We work with client teams to resolve issues and create client service plans for the upcoming year. P2B FirmBuilders also involve the clients themselves in the development of the service plans.
    
3. Client or key account teams have proven to be successful in retaining clients and cross-selling services. Client teams also enhance the work experience of the professionals who gain a better understanding of clients’ needs. P2B FirmBuilders develops and trains teams, establishes work processes, and creates internal and client communications. We facilitate and structure team and client meetings.
    
4. Client communications through portals, E-newsletters, alerts, and social media help to demonstrate firms’ commitment to client service and to strong relationships. Based upon client feedback interviews and the insights of the professionals serving the clients, P2B FirmBuilders recommends and executes content strategies across multiple communications channels.