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3. Referral Networks: Building Relationships is a Long Process
It's not as tough as it sounds. One practitioner has lunch with 12 referral sources regularly and brings in $30,000 a year in new business from them. Bankers, CPAs, other lawyers and firm alumni can also be good sources, according to Jean Caragher and a host of other experts.
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4. Beyond the Elevator Pitch: Starting a High Credibility Conversation
There is much to gain – or lose – in the opening moments of a conversation, according to sales expert Jeff Thull. It is critical to build credibility in that initial contact, ensuring the conversation continues and deepens. Otherwise, your prospective client will always be just that.
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5. Law Firm NewzDigest E-Newsletter
Now you can get a daily email overview of media coverage of law firms, attorney moves, important deals and more. If you manage a law firm or provide services to law firms, this electronic newsletter includes the critical breaking news you need to know each morning. Subscribe today. Back to top
6. People Making News
Beverly Loder is the new Director of Marketing at Shefsky & Froelich in Chicago. Previously she was the Director of Law Practice Management Publishing for the American Bar Association. She can be reached at 312.840.4316 and bloder@shefskylaw.com.
John Knox has taken a new role as the Head of Business Development for the US practice for global law firm Allen & Overy. John is currently Head of Business Development, Asian Region, based in Hong Kong but will be relocating to New York in June. He can be reached at john.knox@allenovery.com.
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8. The Uncensored Report from Spring Break
My 22-year-old son Ted told me that everything you've heard about Cancun are true. The hotspot hotel for the college crowd was The Oasis and the girls were "unbelievably beautiful," he said, but the competition was tough. There were three guys for every girl, and the guys were all tall, agressive and worked out. Back to top
Yours,
Business Development Consultant
630.942.0977
www.LarryBodine.com
It's the destination for 80,000+ unique visitors per month.
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