TAKE CHARGE OF YOUR LEGAL CAREER
Every attorney has the potential to take control of his or her career and to build a sustaining book of business. Take Charge of Your Legal Career: A Practical Business Development Workbook will help you jump-start the process. Drawing on Mary Kaczmarek’s 20 years of experience coaching and training attorneys to build business, this practical guide explains that business development — its basic strategies and most effective practices — is not rocket science. In fact, any smart and engaged professional can learn to build business. And that’s the primary message of the Practical Business Development Workbook: if you enjoy your legal work, you can learn how to build more of it if you open your mind and commit to investing time every day in building relationships with key contacts in the business community and with your existing clients.
In addition to the book content, readers will have access to a series of instructional videos featuring Mary Kaczmarek explaining key concepts in each chapter. For example, when it’s time to prioritize and rank your best contacts for business development, Mary will walk you through that process — which can be a bit confusing the first time you do it — in the video clip for that chapter.
WHO SHOULD READ THE WORKBOOK?
The Practical Business Development Workbook is aimed at mid-level associates who wish to begin developing a sustaining practice. It will also be useful to attorneys at various ages and stages of practice who need to learn the critical business skill of developing client relationships.
GOALS OF THE PRACTICAL BUSINESS DEVELOPMENT WORKBOOK
The goals of this workbook are to:
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Provide a step-wise approach to finding and keeping clients. The Practical Business Development Workbook breaks down this often daunting activity into manageable tasks that will yield benefits over the life of your career;
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Cultivate the habits needed to identify promising clients, ask for their business, and deftly manage client relationships by using case studies, practical exercises, worksheets and online tools;
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Increase the ability to continuously developing new client relationships; and
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Demystify the business of building business and merge it seamlessly into everyday practice at every stage of a career.
PROCESS AND CONTENT OF THE WORKBOOK
Through case studies, practical exercises, worksheets and online tools, readers will learn about business development strategies and practices around the topics of:
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Identifying Target Clients and Their Needs for Legal Services
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Creating a List of Target Market Contacts and Mining It
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Converting Contacts Into Clients
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Expanding Relationships with Existing Clients
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Conducting a Successful Sales Meeting
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Managing Your Brand
In addition to the book content, readers will have access to a series of instructional videos featuring Mary explaining key concepts in each chapter.
WHAT READERS THINK
“I would recommend Mary’s advice and workbook to any attorney seeking to develop or expand their practice. Mary’s straightforward, practical advice makes successful business development, even for those uncomfortable with the process, an achievable goal.”
Charles A. Powell, IV
Shareholder
Littler Mendelson, P.C.
“Everyone knows that business development is critical to a successful legal practice. However, not everyone knows how to develop business. This workbook provides that most important ingredient, the how, and does so in an efficient, practical, yet very engaging and motivating way. If you are in the legal industry today, you need this workbook.”
Ann Rainhart
Chief Talent Officer
Faegre Baker Daniels, LLP
“Take Charge of Your Legal Career is a must-have for the mid-level associate. The workbook couples key business development insights with pragmatic approaches to help lawyers develop the essential skills needed for success in business development.”
Allegra Lawrence-Hardy
Partner
Sutherland Asbill & Brennan, LLP
ORDERING INFORMATION
Take Charge of Your Legal Career: A Practical Business Development Workbook is now available for purchase online now in an e-reader and hard copy format. As a special bonus, each chapter of the e-reader version contains a short video clip explaining key concepts more fully described in the chapter. Print readers will have access a YouTube Channel for viewing.
Contact Us to discuss additional options that may include coaching, group coaching or other additional support. Volume discounts are also available.