Business development for lawyers : strategies for getting and keeping clients /
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| Format: | Book |
| Language: | English |
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| Online Access: | http://site.ebrary.com/lib/ucy/Doc?id=10852699 |
Table of Contents:
- Overview : positioning yourself and building credibility
- Writing for publication
- Public speaking
- Dealing with the media
- Preparing written marketing materials
- Organizational involvement
- Overview : developing relationships and generating business
- Attending social events, meetings and conferences
- Satisfying clients and building loyalty
- Cross selling and expanding client relationships
- Managing relationships with significant clients
- Handling difficult client situations
- Building relationships with referral sources
- Preparing effective proposals and pitches for business
- Following up with targets
- "Closing" and asking for business.