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Buy-Laws founders Larry Bodine, Esq. and Daniel Guttman, MBA, can bring the Buy-Laws Conference to your law firm. We will train your lawyers on the business development tactics and techniques that generate new business. Marketing is not taught in most law schools, and most lawyers feel ill-equipped to promote their practices. We will train them on what to say and what to do in a new-business call.

Our training program consists of three parts:

• Presentation on the techniques of business development.
• Individual coaching and planning sessions with lawyers.
• 90-day follow-up and coaching.

This approach has a 100% success rate. We devised a business development plan for a Chicago law firm, trained 20 partners -- who were not originating new work and helped them draft their individual plans. Within nine months the trained partners had brought in $1,000,000 in new files. One partner doubled his revenue to the firm; another partner quadrupled his revenues.

Of course we can’t guarantee your firm will have the same spectacular results, because it depends on the activity of your lawyers, but the approach always works. Ahead of the visit to your firm, we’ll executive a confidentiality agreement and study the firm’s clientele, revenue sources and marketing activities. We’ll also interview key partners and personnel at the firm. With this information we’ll develop a tailored strategy for your firm. We will also put key incentives, demerits and tracking techniques in place to assure the program will work.

Presentation. We’ll cover practical, nuts-and-bolts techniques and tactics regarding:

• Marketing to your existing business clients and winning their loyalty
• The most effective marketing techniques
• Increasing new business through referrals
• Penetrating organizations of business clients
• Joining the board of directors of a trade association
• Pursuing targets

The presentation can run 2 hours, half a day or a full day, depending on your needs.

Personal Business Development Plans. Ahead of the presentation, we will send your lawyers our proprietary business development planning form. Afterwards, we will personally meet with each attorney for an hour to plan their business development activities. Writing the plan gives management a way to measure the performance of the attorneys and helps the individuals turn an inchoate intention into a premeditated plan of action.

In our experience, the most effective marketing gets the attorneys out of their offices, visiting clients, becoming active in trade associations, and speaking and writing for publications read by clients. New business comes in person, and it is crucial to have the attorneys individually active. Each lawyer would devise a plan that draws on his/her strengths, avoids cold-calling and uncomfortable salutations, and is fun to carry out.
 

90-Day Follow-up Coaching.  This is the most important part of the Buy-Laws training program. Without follow-up, attorneys typically will return to the previous behaviors and will not get out of the office to develop new business. Not only can we prompt them with regular calls, we’ll draw on our experience to help them overcome obstacles and give them proven ideas to pursue.

Management will receive regular progress reports so that firm leaders can reward enthusiastic marketers and provide encouragement to reluctant lawyers.

The goal is to change the behavior of your lawyers. If they are pursuing business development activities and placing themselves in situations where they can generate new business – they will successfully open new files. It happens without fail. As a result, the firm will enjoy a spike in revenue, and create a solid foundation to carry the firm into the future.