Case Study: Creating Organized, Efficient, Rainmakers
Need: Staying Close to Clients in a Down Market Cycle
The Marketing Partner at a well known California firm had a concern. The firm had fared reasonably well during the market downturn but he wanted to make sure members of the firm stayed on top of their business development efforts by staying close to clients and taking advantage of the opportunities inherent in market shifts.
Solution: Assessment, Training and One-on-one Coaching
Working with Craig Brown and others on his executive committee the Marketing Partner identified a group of lawyers who he thought would respond well to assessment, training and coaching and then engaged Craig. The results were significant.
Results: Organized, Focused, Efficient Rainmakers
Lawyers found using pipeline tools helped them focus efforts. One partner reports,
“My individual approach to business development was to do everything – join every organization, attend all sorts of events, publish articles, and land speaking engagements – with no time devoted to organization, targeting, or prioritization. Craig’s program helped me focus my efforts by strategically organizing my contacts so that I could leverage existing relationships and then build up from a strong foundation.”
Some at the firm found the program did a good job of keeping them focused on tasks they often left on the back burner. For others, the program simply gave them the confidence that they could do business development using their own unique personalities and skills sets. One satisfied partner reports that in his view the most important and telling result was the increased business and referrals from existing clients. He reports,
“By organizing my contacts and creating a system to stay in touch, I was able to track people who had moved on to other companies. Familiar with my work, my contacts were happy to bring me in on new deals in their new enterprises. This simple exercise alone led to multiple new clients and a significant increase in revenue.