On October 14, Felice Wagner, Chief Business Development Officer at Sutherland, and I will discuss “Business Development: Digging Deeper” at the LMA Virginias Continuing Marketing Education conference in Richmond.

Felice and I plan to dig deep into such topics as finding the right approach to motivate your attorneys to get involved in developing business; evaluating current client relationships and analyzing new business opportunities by cross-selling and creating a targeted pipeline; and developing successful business plans.

As part of that presentation, I’ve prepared a list of what’s in—and what’s out—in the world of law firm business development. Here is part one of that list:

OUT   IN
Proper   Irreverent
Control   Abandon
Behind-the-scenes   Point of sale
Firm branding   Personal Branding
Written words   Video

More to come in my next installment.

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