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English arrow For Law Firms arrow Marketing & Business Development arrow How to Target and Crack a Large New Business Account

How to Target and Crack a Large New Business Account

Faculty :
Price: $50.00 -
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Course #: ENMK0029R


Most lawyers don’t know how to proactively and persistently pursue a relationship with a large corporate target client. Worse yet, they waste time by pursuing RFPs or other forms of “begging” just to get a chance to show off their capabilities. And, even if they do get in front of their ideal prospect, they often blow the opportunity by “pitching” the client based on their firm’s credentials and capabilities.


What you will learn:


What really works -- how to plan and execute a strategy to win a major new client you desire, and how to maximize your chances of landing the client. You’ll learn the answers to:


  • What does successful pursuit of a target client entail?
  • How do we target and define sources of a client’s business needs that create opportunities to serve them?
  • How do we get a meeting with the decision-makers at a big prospective client?
  • What words do we say and what should we do when we get this initial meeting?
  • How do we interest them in giving us an opportunity to do work?
  • How do we distinguish ourselves from other firms that they are currently working with?
  • How do we leapfrog from a small engagement into a broader and deeper working relationship?

What you will receive:

  • Larry Bodine’s proprietary Pursuit Team Planning Worksheet
  • Larry Bodine’s article “Writing Your Personal Business Development Plan”
  • Case history: “Business Development Training Results in $1 Million in New Revenue

    Recorded: 02/18/09


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