Post written by
Forbes Legal Council
Experienced chief legal officers & law firm partners from Forbes Legal Council offer firsthand insights on legal issues.
For law firms, having strong business development skills is key to ensuring long-term growth and value. But before you go off and hire someone to do this for you, don’t forget that the ability to build strong relationships with clients rests in your hands.
Below, five experienced chief legal officers and law firm partners from Forbes Legal Council discuss the ways your law firm can shore up its business development skills that don’t require any outside help.
From top left to right: Linda R. Evers, Doug Bend, Lawrence Buckfire, Dan Hussain, Anthony Johnson. All photos courtesy of the individual member.
1. Be Genuine
The best way to improve business development is to genuinely care about people. Be concerned with their concerns. The value from these discussions will either directly or indirectly lead to additional business opportunities. – Linda R. Evers, Stevens & Lee
2. Invest Time With Your Strategic Referral Partners
Invest time in strengthening your relationships with strategic referral partners by having lunch, coffee, or even a quick phone call to learn how you can add value to their business. Ask them, “How can I help you?” But go one step further and proactively think about ways to add value. The more value you add to your strategic referral partners, the more benefit you will receive in return. – Doug Bend, Bend Law Group, PC
3. Learn About Marketing First
Many law firms hire outside marketing and business developers without learning about these things first. Without educating yourself in advance, you will likely spend significant amounts of money on initiatives that will never be successful. Read marketing books and attend legal marketing seminars to avoid unnecessary spending and undertaking campaigns that will never be profitable. – Lawrence Buckfire, Buckfire & Buckfire, P.C.
