Productivity Tools for Your Sales Force.

SMART WAY® SERVICES
Selling the SMART Way® for Lawyers

Selling the SMART Way® for Lawyers is a significant step forward in sales training for the legal profession. This specialized version of Selling the SMART Way® provides law firms and attorneys with the skills, tools, methods and framework to increase originations, billable hours, and realizations on a consistent and predictable basis. Attorneys have little time in which to develop business, but their ‘rainmaking’ ability is the key to achieving equity status in the firm, and to securing their firm’s competitive position in its market. Leverage your existing marketing resources through this powerful approach to business development.

The SMART Way for Lawyers consists of three one-day programs, which can be delivered individually or as a package. There is also a half-day ‘boot camp’ available.

Part I – Account Selection Strategies and Client Profiling

• Account Selection Strategies: Which clients justify the investment of your scarce business-development time? Which are marginal? Create a new-client selection benchmark to assess opportunities quickly, so you can devote the right amount of time to the right opportunities and less time to the wrong ones.
• Strategic Positioning: Engage the client at a strategic level, even if what you end up delivering is tactical. This approach creates more opportunities to cross-sell and up-sell, thus increasing originations

Part II - Building Marketing and Business-Development Tools

• Develop New Business from Current Accounts: Create a method for engaging current clients for long-term commitments, and create more matters and more value for both parties over time.
• Referral Management: Set up a system for identifying and contacting referral sources on a regular and consistent basis. Choose new referral sources based on past successes, seeking similar characteristics.
• The Marketing Plan: Design a plan and schedule for utilizing networking, electronic newsletters, and other appropriate tools to establish your ‘brand’ and attract the right clients to you.

Part III – Managing the Business Development Process for Maximum Productivity

• The Process Framework: How do you know whether you are making progress at least possible cost in time and effort? Define components of a process that will let you, your practice group and your firm overall manage business development for maximum results.
• Set Performance Targets: A great strategic plan is based on targeted outcomes. Ground your business development plan with quantifiable performance targets.
• Manage the Pipeline, Manage Results: Define simple methods for reviewing biz-dev performance regularly, and your results will increase year over year.

BSG is proud to partner with Legal Expert Connections, our authorized distributor of Selling the SMART Way for Lawyers. Legal Expert Connections is a full-service firm that provides a complete range of marketing services for law firms and other professional services organizations.