We’re often asked how to go about finding opportunities for new business which can convert into real, live projects and matters. And, most of those questions arise from situations where lawyers and other professionals are surrounded by a multitude of contacts and possibilities, but not serious prospective clients.
Try this approach:
- Who do we know who is well acquainted with this prospective client who might help us secure the first matter ?
- What are the particular needs of this prospective client ?
- How well do our services meet their needs, and which specific team-members and practice groups would need to be involved in the first matter ?
- What other contacts do we have who could also benefit from our services in this particular area ?
- What is the best way to get our skilled experts in touch with those who need their services in this area ?
- Will it help for us to put our stand-out expert onto this first matter ? Will it accelerate the business development process, substantially improve our prospects of getting the first matter, and achieve a delighted client ?
Going through these questions systematically, opportunity by opportunity, is an important part of uncovering live prospects and bringing them to fruition.
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