Be a Farmer
This episode explains why revenue generation is dominated by people who focus on existing clients rather than those who focus on landing new logos. It discusses the Three Rs of Client Development: renewals, referrals and references.
Business and client development tips, analysis of ethics rules that govern sales and marketing activity + sales news, interviews & analysis re: trends in the sale and marketing of legal services.
I’m Bagging This One This podcast episode provides a road map for landing your first client within your firm’s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn’t […]