"Every attorney - even those who are already very adept at business development - should read it" - Steve Taylor, Senior Writer, Of Counsel
"A comprehensive treasure trove of some of the best approaches for building a practice" - Rhea F. Law, CEO and Chair of the Board, Fowler White Boggs P.A.
"This book provides lawyers with the focus and discipline, in combination with the wisdom and tools offered by experts, needed to cultivate business development skills" - Caren Ulrich Stacy Principal, Lawyer Development Strategies LLC
“Any lawyer looking to build his or her practice should have a dog-eared copy of this report on their bookshelf” - Peter Kellett, Chairman and CEO, Dykema
"I’d recommend this book to anyone who wants to transform their business development culture" - Betsy Beorn Spellman, CMO, Steptoe & Johnson PLLC
Secrets of the Masters uncovers the mysteries of how to become an exceptional rainmaker. A comprehensive, practical, and inspirational guide, it is packed with hundreds of proven tools and techniques for increasing revenue and forging relationships with clients and colleagues that last a lifetime. It covers:
- Identifying and building personal strengths;
- Finding practice niches;
- Building powerful internal and external networks;
- Categorizing your key targets;
- Delivering exceptional levels of client service;
- Accelerating cross-selling;
- Getting client meetings and maximizing their effectiveness;
- Improving lateral success and enhancing lateral integration;
- Applying alternative fees;
- Utilizing social media;
- Developing websites and search engine optimization; and
- Making business development a career-long, sustainable process.
“The most comprehensive, yet practical “how to” guide I’ve seen for developing business in the legal industry” - Jonathan Fitzgarrald, CMO, Greenberg Glusker
“The book is fabulous. It is very readable, and filled with specific, easy-to-implement strategies for lawyers looking to bring their practice to the next level” -David A. Perlick , Perlick Legal Counsel
Featuring contributions from an All-Star Team of over two dozen law firm marketing and business development experts who offer insights, experiences, and real-world tips for attracting, retaining, and growing great clients.
Each chapter is supported by dozens of approaches, mini case studies, and an action planning worksheet that prompts you to make decisions and take action. You’ll find a personal business development plan template that will help you to craft your customized strategies.
Secrets of the Masters comes with a complimentary CD-Rom which contains each chapter’s worksheets, checklists, and business development plan templates.
Whether you’re a proactive law student, a solo practitioner, an associate grooming yourself to become partner, a new partner responsible for bringing in your own work, or a senior rainmaker looking to double down on your success, Secrets of the Masters is critical reading.
Chapter 1: Finding niches and developing your strategy
Chapter 2: Growing networks and staying memorable
Chapter 3: Getting and maximizing meetings
Chapter 4: Client loyalty – Delivering exceptional client service
Chapter 5: Cross-selling – Working together to get more work from existing clients
Chapter 6: Maximizing business development for laterals
Chapter 7: Social networking, social media, websites and search engine optimization
Chapter 8: Alternative fee arrangements
Chapter 9: Sustainability techniquesDownload chapters