Success in business development requires a new set of skills.
The skills that make for an exceptional lawyer won't necessarily translate to success in business development. To excel, your lawyers will need to master networking, cross-selling, and the art of becoming a rainmaker.
This 8-module digital learning series is designed to help both lawyers and staff enhance their networking skills – and help lawyers become the rainmakers they aspire to be.
Created for both lawyers and staff.
Encourage lawyers & staff to cultivate their network.
Why is networking important?
Why is it important to start networking early in your career?
How do you network effectively?
What are some specific practices you can incorporate into day-to-day activities?
How can you get the most out of attending a conference?
What does it take to be a rainmaker?
How can you prepare effectively for a business development meeting?
How can you introduce yourself to others so they’ll want to learn more?
What are some practical tips to grow your practice through cross-selling within the firm?
This series addresses questions such as:
Invest in developing critical skills related to networking and business development.
This series includes the following SkillBursts, each running approximately 9-16 minutes in duration. Each course was designed just for law firms, can be branded to the firm, and is customizable – so you can tailor the details to the specifics of your firm’s culture, environment, and expectations.
| Networking 101: Part 1 – The Power of Networking - Lawyer Edition + Staff Edition (9 minutes) |
Let's explore the power of networking. You've probably been told that you need to "network more" or that you need to "start building your network now." But what does that mean? Why do you need to do it? And how do you go about it? In this two-part series we'll answer these questions, explore what networking is and isn't, and provide some practical guidance to keep in mind as you develop your networking plan of action. |
| Networking 101: Part 2 – Practical Tips for Success (11 minutes) |
Ready for some practical tips as you get started on your networking journey? This module is the second in a two-part series that introduces you to the power of networking. In this module we'll explore nine practical tips to incorporate into your current networking activities to get you started on your networking journey. |
| Networking at Conferences (12 minutes) |
Attending a conference is a great opportunity for you to connect with other like-minded professionals. Yet even the most confident and accomplished lawyers can find the thought of walking into a room full of people - especially people you don't know - a bit daunting. How do you introduce yourself? How do you establish real connections? How do you make the experience feel less awkward and more enjoyable so you can make the most of the opportunity? In this module we explore practical actionable tips that you can apply to build your skills - and confidence - as you prepare to attend your next conference. |
| Rainmaking 101: What Does it Take to be a Rainmaker? (13 minutes) |
What does it take to be a rainmaker? Some think you must be a natural-born salesperson – you either have it or you don’t. Some think it requires a lot of schmoozing or pushiness or cold-calling. Others believe they must act in unseemly ways in order to become rainmakers – or at least operate well outside of their comfort zone. The good news? That’s simply not true. In this module we explore the importance of perspective in becoming a rainmaker. |
| Avoid Random Acts of Lunch: Preparing Effectively for a Business Development Meeting (16 minutes) |
Do you dislike the idea of "selling your services”? Do you wonder exactly how you should prepare for and run a business development meeting with a prospective client? Do you sometimes feel like you have “random acts of lunch” (or coffee or dinner!)? In this module we'll explore a simple but effective method recommended by Mark Maraia author of Rainmaking Made Simple that will help you think through the three most important things to consider and write down before any business development meeting. |
| Deconstructing the Elevator Pitch (12 minutes) |
When you come face-to-face with your dream client will you be ready? How will you introduce yourself in a way that engages others so that they'll want to continue the conversation and learn more? In this module we'll deconstruct the (so-called) "elevator pitch" and explore best practices for making an effective introduction that doesn't feel like a "pitch." |
| Growing Your Practice Through Effective Cross-Selling (12 minutes) |
A collaborative multi-partner approach to client support can greatly increase client satisfaction, retention, and loyalty. Consider too that it is considerably more efficient and cost-effective to grow business by selling additional services to existing clients than through new client development efforts and you'll see why cross-selling is so important and the topic of much discussion across our industry. So why does cross-selling happen so infrequently in most law firms our size? In this module we'll look at why that is and explore some practical steps you can take immediately to grow your practice through effective cross-selling. |
Everything you need to cultivate foundational networking and BD skills.
Series includes
8 modules designed just for law firms
Optional firm branding of each course
Optional customization of each course
Accompanying job aids or handouts with most courses
Facilitator guides so you can leverage the digital courses into expanded live, personalized training discussions
Delivery of courses as SCORM files for hosting on your LMS or through our web-based training platform
Printable certificates of completion (when hosted on our platform)
Pricing
Pricing for this pre-packaged series is based on the firm size and the duration of the subscription. Two-year and three-year subscriptions are available. The more series you license, the more you save! Contact us for limited-time preview access and a firm-specific quote today.
Optional Add-On: Custom-Developed Courses
Looking for even more to round out the Business Development topics you provide to your lawyers and staff? Let us develop a firm-specific course – or series of courses - for you.
Flexible Delivery Options
If you leverage our platform, we’ll provide a firm-branded, web-accessible site featuring all of the modules you’ve licensed. You’ll also have access to an easy-to-use Administrative Control Panel, through which you can easily add new users, organize them into groups, send email announcements and assignments, and run reports on usage.
User access is straightforward and intuitive. And automated reminders and reporting capabilities make administration a breeze.
And if you’ve got your own Learning Management System (LMS) that you’d prefer to host the courses on, we can accommodate that, too.
Client service is our specialty
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