If you're a law firm lawyer who wants to generate more business, the most important thing to do is to have more sales conversations with qualified buyers.
Watching a highly successful partner do this at a medium sized law firm in years past, his tactics also included:
- careful nurturing of intermediary relationships (e.g. accountants)
- having a ‘signature event’ each year to invite people to
- being incredibly organised about phoning people up and keeping in touch in a friendly but businesslike way - he always had interesting stories and anecdotes to tell.
There was also one partner whose main job it was to sit in the pub underneath the office, meeting business clients and originating leads...
Solid advice. I do think loose connections matter - so to me, keeping in touch even sporadically is a critical step. But it comes naturally to me, so it isn’t work ....
Love these tips and think they are spot on. Having just spent 2 years inside a BigLaw firm helping Partners pursue business, the very best do all of these things consistently, all the time - whether their pipeline is full or empty.