ATTORNEYS ONLY
When it comes to business development, lawyers are different. Unlike your corporate counterparts, the factors that make you successful at generating new clients are different. You need to bill hours, and can?t spend all day building a book of business.
While young attorneys certainly aren't expected to be rainmakers early in their careers, if they want to make partner or start a firm of their own, they need to develop their rainmaking skills. Unfortunately, law school does very little to give them the tools on how to develop new clients.
The Training Resource Group has spent years working with attorneys, helping them develop the different skills sets needed to successfully generate new business. We deliver specialized programs geared to the special needs and demands of the legal profession. We help attorneys develop new opportunities, generate more referrals, and differentiate themselves from the competition.
The program works with lawyers to evaluate their intrinsic sales talent, set up a training program, produce a business plan and then track the results. Classes consist of role-playing exercises and lawyers sharing war stories and hashing out possible solutions. We also provide personalized coaching to help you with your specific needs. The objective is to get you in front of more clients and potential clients.
Our programs are relevant for solo and small-firm practitioners as well as lawyers from midsize and large firms.
Try our Non Selling Pro Evaluator to see how we can help.
Here are just a few comments from our clients.
"The whole idea is that you can be effective without sounding like a used-car salesman," Bennett said. "That's the foundation, but building a client base takes a long time, and that's why I've stayed with [Training Resource Group]. I surpassed the goal I set for business generation in 2003, and I've raised the bar for 2004."
- Jo Bennett, Attorney ? Stevens & Lee
"For me, I had a particular style of client development that was very limiting in that if was a multiyear process," Fenton said. I tried to nurture relationships without being very aggressive. I didn't ask for business. I wanted to let the clients get to know me.
I wanted a more planned, sophisticated way to build my practice, and I needed help to do that."
- Bruce Fenton, Partner ? Pepper Hamilton
"As for me, we together established the aggressive (I thought) goal of my increasing, by 50%, the business I brought in to the firm. Now, with two weeks left in 2003, I have already more than doubled the business I brought in to the firm last year, due to your efforts."
- Jeff Wild, Attorney - Lowenstein Sanlder P.C.
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