Think Again!: Innovative Approaches to the Business of Law
The author takes a fresh look at specific ways to create a client-centric law firm and deliver exceptional client service by differentiating a law firm from other firms, and the specific skills and strategies needed to build effective and productive relationships that result in successful business development. The book provides practical ideas and tactics for addressing the key areas of a law firm-- managing, leading, team building and compensation, client service, and new business development. Writing in an engaging and witty but no-nonsense style, the author speaks directly to the reader, cutting through the stereotypes and misconceived notions that haunt the legal profession and coaching the lawyer to reach beyond the norm.
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Its Not a Joking Matter
The Entrepreneurial Lawyer
Business Solutions for Lawyers
A Rose by Any Other Name
Three Fundamental Truths
What Does a Yellow Light Mean?
The Trouble with Lawyers
Too Much Internal Focus
Uncertain Attorneys Fees
Forget Great Service Deliver Great Experiences
Educate Prepare and Manage
Building a ClientCentric Law Firm
Developing Raving Fans
The Billable Hour Is Not Dead But Should It Be?
Building Relationships to Success
Stop Selling and Start Building
A Penny for Your Thoughts and Advice
We Are Worth What We Think We Are Worth
Talking the Value Talk
Anatomy of Decision Making
How Big Is the Decision?
Going with Your Gut
Being Right Can Be Wrong
Who Is Driving Your Bus?
Law Firm Management
Law Firm Producers
Goals Set Are Goals Achieved
We Are What the Public Thinks We Are
I Can Do It Myself
Teamwork Works Even for Lawyers
Who Do You Want on Your Team?
Outstanding People Make a Difference
Empower Your People
Look for Great People
What Is Your Firms Culture?
Why the Right People?
Compensation Equals Performance
Teamwork Begins with Compensation
Compensation Systems Drive Results or Lack Thereof
Partners as Mentors
What Behaviors Are You Compensating?
Power of Your Staff
Marketing the InvisibleThe Law Firm Challenge
It Is All About the Experience
You Are as Good as Your Clients Think You Are
Building a Great Law Firm
Building a Great Law Firm Step by Step
What Does Your Perfect Client Look Like?
What Pond Are You Fishing In?
Clients Want Specialists
You Are Already NichedSpread the Word
Why Be a Generalist When You Can Specialize?
Target Markets Worksheet
Whats So Special About You?
What Is Not Different
What Is Different
Whats in It for Them
What Clients Want
No Time Like the Present
What Should I Do Today?
Business Development Activities Worksheets
Personal Business Development Activities
New Personal Business Development Activities
Business Development Planning and Goals Worksheets
Firm Business Development Activities
Business Development Planning Sheet
Stop Wasting Your Money
What You Do Is What You Get
The Seven BEs of Business Development
Be an Investor
Make It Personal
Make It About Them
Ill Keep You in Mind Does Not Work
Tell Them Early and Often
How Good Are Your Referral Sources?
Building Your Tool Kit
Who What and Why of Business Development
To Achieve We Must Do
Law Firm Path to Success
Sales Is Not a FourLetter Word
How Do We Sell?
Sales Systems for Lawyers
The Path to Trusted Advisor
The Most Powerful Question
Stop Selling and Start Helping
Commit to Investing in People
Help People in Some Tangible Way
What Does Your Success Team Look Like?
A Team Approach to Business Development
Spheres of Influence
Fishing with a Net
Relationship Team Worksheet
The Future of Law Firms
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