Activating Your Lawyers to do Business Development in Times of Uncertainty
The natural instinct for human beings during times of crisis is to move into a place of fear and scarcity that paralyzes action. In law firms, we see particular concerns emerging for how to best communicate with clients without being a burden or appearing selfish. Thoughts of BD intensify the fear of looking tone-deaf, aggressive and self-interested. There are generally two paths that lawyers will follow:
- Path 1 – Hunker down and hope that things will get better soon while waiting for a distant, future opportunity to re-engage clients beyond baseline legal updates.
- Path 2 – Override the instinct to “wait” by leaning into the discomfort and differentiate yourself through authentic relationship building and client-centered problem solving even if there may be no immediate billable work or new business.
As a person who leads the business development function in a law firm, how can you encourage your lawyers to choose Path 2?
This 1-hour Zoom will equip you with insights, tools and best practices for:
- Understanding the buying/selling paradox and how to connect emotionally and rationally with your lawyers during a crisis, so that you can help them do the same with their clients;
- Leveraging relationship building and communication tactics that produce courage, confidence, and trust to get the lawyers to activate with their clients, and;
- Developing a game plan that leverages sales innovation between your lawyers and their clients as co-designers, collaborators, and confidants that will anticipate and accelerate new BD opportunities for the firm in the future.
Join Deb Knupp and Jennifer Johnson as they facilitate this activation conversation for senior Revenue Enablers™ and share concrete ideas and tactics to promote short-term and long-term relationship building and revenue growth.
Our first two roundtable discussions, limited to no more than 12 attendees, are fully booked and we have added new dates to the calendar – please join us!
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