Business growth and client relationship management are two key components to a thriving law practice. In The Lawyer’s Field Guide to Effective Business Development, Second Edition, Flannery proves that any lawyer can be effective as a client relationship manager and advocate. This practical guide shares detailed and sensible tactics for winning and retaining long-term, profitable clients in an increasingly competitive and changing legal market.
What has changed since the first edition is not the message, but the market. Since the Great Recession, businesses have adapted the ways they purchase legal services and firms have changed the way they compete for work. Through the knowledge and skills shared in this book combined with a little courage and diligence, any lawyer will be prepared to not just survive this “new normal,” but succeed.
The Field Guide is designed for seasoned lawyers who want to refine and polish their business development skills, as well as younger lawyers who have set their sights on designing successful and profitable careers as trusted advisors.
Keep this guide on hand – this advice may come in handy just when you need a boost.
Praise for The Lawyer's Field Guide to Effective Business Development, Second Edition
"Bill Flannery's second edition of his classic The Lawyer's Field Guide to Effective Business Development has been updated to make it more relevant than ever. Not only does it provide readers with a solid grounding in best practices for business development for lawyers, but it also guides readers in how to establish effective client teams to ensure that service levels are put into place to meet and exceed their clients' expectations. Finally, it teaches readers how to uncover their clients' unmet legal needs so that they may create win-win oportunities with their clients. This book is a 'must have' if you are interested in finding new clients or simply keeping your existing clients happy!"
--Norm Letalik, Partner and Managing Director, Professional Excellence, Borden Ladner Gervais LLP
"The Lawyer’s Field Guide to Effective Business Development is an essential tool in our firm’s business development training program. It’s a roadmap with essential tips on how to plan, communicate and implement any business development effort. Bill Flannery captures the true essence of what it means to be client service focused by way of building trusted, lasting relationships and a true team approach."
--Jeanne M. Hammerstrom, Chief Marketing Officer, Benesch Friedlander Coplan & Aronoff, LLP
"Your book, The New Normal, is an excellent synthesis of what you have been teaching so well for years. It provides the basic 101 principles of marketing for lawyers and extends them into a systematic approach to business development. It demystifies the process and demonstrates that effective marketing is just another aspect of quality lawyering. I hope all of Venable’s lawyers read it and live it."
--James L. Shea, Chairman, Venable LLP
"Bill Flannery's latest Field Guide could easily supplant the leading books on business development by virtue of its clarity and brevity alone. But it is Flannery's decades of experience working with lawyers and law firms that makes this a must read. By knowing the legal mind so well, he can recognize and offer cures for sales-killing tendencies authors outside the field cannot possibly imagine, let alone address."
--Burkey Belser, President, Greenfield/Belser Ltd., lone recipient of Legal Marketing Association's Lifetime Achievement Award