502-693-4731

BUSINESS DEVELOPMENT TRAINING FOR ASSOCIA TES

COURSE DESCRIPTION
The Business Development Skills for Associates training provides opportunities for associates to develop and hone their business development skills in a highly interactive, safe and pleasant environment. The program focuses on individual skills development and uses guided role playing, discussion and case studies to identify the best and most practical solutions to the myriad of business development challenges that associates routinely face. It is based on the premise that every associate can be a rainmaker once they identify the specific tools and techniques which work best for their individual personality, practice and capabilities.

ASSOCIATES WILL LEARN TO:

Understand their business development comfort zone and how to maximize the effectiveness of the tactics applicable to their preferences Make use of practical and dynamic skills which will provide them with competitive advantage Have a better understanding of their position within the firm, their role in building the firms future and the business and client development techniques which can assure their success Develop practical plans and action steps to achieve their business development goals Create structure and consistent behaviors which routinize business development activity within their daily lives Be empowered to initiate and consistently maintain productive client development behaviors Gain confidence in their business development skills and capabilities Be able to build deeper and more productive relationships internally, in the community and with clients Gain greater camaraderie and teamwork among the associate ranks

PARTICIPANTS AND TIMING:

This course is designed to accommodate 20-30 onsite participants and should be conducted in four, 8 hour workshops. In between sessions, participants will have homework assignments and activities which they will be responsible for completing. Group Dewey will monitor and coach participants as necessary to ensure each participants successful completion of the training.

KEY TOPICS COVERED IN TRAINING

2013 Group Dewey Consulting. All rights reserved.

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11. The changing nature of law and the importance of business development 1. Personal business development planning and management 1. Building strong rainmaker habits 2. Leveraging personal contact networks 2. Building business and engagement through referrals 2. Becoming a thought leader and leveraging subject matter expertise 3. Maximizing social events and client entertainment 3. Maximizing speaking engagements, presentations and conferences 3. Speaking powerfully about your practice and the firm 3. Listening skills and understanding client needs 4. Essential client service skills 4. Essential selling skills

LAWYER UP TOOLS AND WORKSHEETS:

Individual Referral Worksheet, Practice Snapshot and Script Business Development Skills Self-assessment and Post-assessment Individual Attorney Business Development Plan and SMART Goals Contact Management Worksheet and Network Map Marketing, Sales and Service Graphic Legal Services Strategy Lifecycle Chart Tips and Checklists for Presenting, Speaking, Meeting and Entertaining

VALUE-ADDED SERVICES
Program participants learn and adopt appropriate behaviors at varying speeds. No training program can be customized entirely to accommodate the myriad of learning styles and challenges of a large group of people. For that reason, Group Dewey will be available for one-to-one coaching of participants throughout the duration of the program and for one month thereafter. In addition, Group Dewey will provide progress reports to senior management; make a firm wide presentation explaining the nature of the training (if requested); and confer regularly with the programs designated contact person to ensure presentation materials reflect the culture of the firm and the objectives of firm leadership. Lastly, the program calls for each participant to write and implement an individual attorney marketing plan. Managing individual business development by implementing a business development action plan is a new skill and behavior to most associate level attorneys. For this reason, Group Dewey includes a one half day session for practice group leaders and senior management to familiarize them with the content of the training and to help them learn how to support associates in executing and sustaining their business development action plans.

Indicates session number and sequence.

2013 Group Dewey Consulting. All rights reserved.

502-693-4731

ABOUT THE PRESENTER

Group Dewey Consulting provides complex consulting services to midsize law firms and practice groups. Our strengths include: strategic assessments; client development programs and coaching; client satisfaction research and client service programs; and marketing, branding and communications. Eric Dewey is an expert in driving growth and market penetration in professional service firms. His experience includes the chief marketing executive roles in two AmLaw 200 law firms and the largest plaintiffs securities class action firm in the U.S. With over 25 years of marketing and business development experience in the legal, financial services and commercial real estate industries, Dewey brings executive level leadership, sound business judgment, innovative strategies and a breadth of practical knowledge to his engagements. A prolific writer, Dewey authors the popular legal marketing blog, Lawyer Up! featuring daily tips and techniques in client development and marketing. He was recently named the Edition Editor of the ABAs annual marketing and client development edition of Law Practice Management magazine, due out in November of 2013. He is also a featured author in Law Practice Management section on JD Supra.com. He has written numerous white papers and is a frequent speaker. Eric holds an MBA from Ohio University, A Certified Financial Marketing Professional (CFMP) designation through the American Bankers Association and the University of Colorado and a Certified Marketing Director (CMD) designation from The International Council of Shopping Centers and the University of Michigan.

ADDITIONAL SERVICES AVAILABLE

In addition to business and client development training, Group Dewey provides numerous comprehensive services for law firms including: RFP and RFI Response Drafting and Process Management Client Satisfaction Interviews and Market Opportunities Research Strategy Development and Strategic Plans Branding, Marketing Communications, and Media Relations Services Group Client Development Training and One-on-One Coaching Practice Group Leadership Training and Business Planning

Please visit our website at www.groupdewey.com for additional information or contact us at 502693-4731 or ericgdewey@gmail.com.

2013 Group Dewey Consulting. All rights reserved.