Business Development Coaching for Lawyers

In the last two weeks I have had several lawyers reach out to me about coaching.  I began my freelance career working one-on-one with attorneys helping them understand how to market and present themselves.  I had moved away from this work, but realized recently I miss it.

I am now offering Business Development Coaching for Lawyers.  If you know anyone who could use this assistance, let them know about me.

thanks

Brainstorming / Mastermind Discussions In The Dark

The Austin Chapter of the National Speakers Association held a special meeting to help members mastermind ideas, brainstorm solutions, and renew focus for the new year.

The event was hosted by chapter president Patti DeNucci and limited to a small group size.  The program was facilitated by Teri Hill who organized the whole evening.  Each participant visited three tables during the night, and then the group came back together to share best practices before adjourning.  Each table had a different discussion topic and individuals were assigned a rotation so that there would be a variety of professionals with whom to chat.

What made this event different was it was held in total darkness.  Nearly three hours of sharing and challenging each other to reach higher levels all by the light of a few candles and the illumination of iPhones.  Think high level round-table discussion by a campfire!

The darkened house was not on purpose.  As the groups sat down at their first tables for a 30 minute deep-dive conversation the electricity went out in Patti's neighborhood.  While some might cancel the event or take a break to see how long it would take Austin Energy to remedy the situation, NSA members are more resilient.  We know that we always must be prepared for anything that can go wrong during an event, and the motto "The Show Must Go On" is not limited to Broadway.

The atmosphere of sitting in darkness made the evening a unique experience.  With all that is being written in the meetings industry about "Alternative Conference Formats" and the studies on how human beings learn and retain information in a variety of environments, this turned out to be a great experience for all in attendance.  Certainly not a night anyone will forget anytime soon.

Sure, being surrounded by talented professional speakers and a few open bottles of wine guaranteed a good event from the start.  But the blackout added a new dimension to a successful business gathering.

Thanks to everyone who participated, I was inspired to take actions already that will help my business advance.  Once again NSA provides something that I do not believe that professional speakers could ever experience alone.  Who says great power failures can only happen at the Super Bowl?

Have A Great Day.

thom singer

Austin Sales Training, Presentation Skills, and Meeting Facilitation

Davis / Hill Solutions LLC is a training and consulting firm designed to assist companies in Austin, Texas (and beyond) with staff development courses in sales, leadership, business development, communications, and presentation skills.

When I began speaking professionally four years ago I assumed that I would have a robust training component to my business.  However, in the midst of the recession many companies suspended their employee training programs (thus, I built my business around speaking at conferences and individual coaching). While I often was asked to create in-house corporate classes by those who had seen me speak, it was not an active part of my early business focus.

Today there is a renewed interest in customized classes to educate, inspire and motivate employees.  Additionally, many companies and law firms are finding it useful to bring in outside facilitators to create better engagement in their planning sessions.  I have always enjoyed this component of my work, and am excited to work with a variety of companies across several industries.

Davis / Hill Solutions is a distributor of DiSC Workplace Assessments, and much of the DiSC training methodology and course-ware are utilized in the classes we offer.  Every class is designed with the client's unique staffing framework, and half and full day instruction are available.  

We will be working with a variety of experienced trainers to make sure each client receives the ideal instruction.  Additionally there is a series of public classes being developed in conjunction with local incubators and co-location facilities for entrepreneurial companies and solo-preneurs (more information coming soon!).  

If your team is ready for education and facilitated discussions to move your company closer to their potential, I look forward to talking with you soon.

Have A Great Day.

thom singer

Director of Training

thom (at) DavisHillSolutions.com

(512) 970-0398

Business Development and Sales - ON PURPOSE!

"Hope" is not a business strategy, yet too many professionals that I speak with are hoping for more clients without taking the necessary actions to create a business development and sales platform.

Lawyers, accountants, bankers and others are often in the position of being both the person who brings in the business and services the clients.  On top of that they are the product.  This is true for those who work at large institutions, and those who are running their own entrepreneurial ventures.  People do not hire a law firm, they hire a lawyer (same for accountants, bankers, consultants, etc....).

Sales Is Not A Bad Word

Some professionals cringe at a conversation about "sales".  I have consulted with law and accounting firms who have asked me not to use the word "selling".  They are more comfortable with "business development", "client development" or "marketing".  I have never understood the deep seeded disgust with the word, as any CEO or Entrepreneur at their client companies would tell them about why a sales focus is paramount to growth of an organization.

Selling is an honorable profession. Selling is not tricking people or talking them into something they do not want.  Selling is solving problems.  Selling is helping. Selling is creating relationships (Networking is not sales, but sales without networking is comes up cold).  Selling is the only way the organization can succeed, as without clients the doors will close.

When I conduct training for professional service firms (my program is called: "Telling, Gelling, and Selling" - and yes, some do not like the word "Selling" in the title, but those are who need to hear it most!), I help organizations get beyond the stigma around the word and get them focused on a process that can be customized to work for each person's personality, and needs of their practice area.

Create A Selling Culture

Firms that cultivate a culture that openly monitors new sales will always have more success. When people at the firm have no idea where the clients come from, they get complacent that the business will always be there.  This has hit hard in the recession, as many professionals have seen layoffs they never thought could happen in their industries.

Everyone in the firm must be interested and educated about the selling process.  Discussions about new clients and prospects encourages everyone to consistently promote the whole firm.  Too often younger professionals are not included, but anyone can be the source of new business.  Moving the sales topic to the front of all internal meetings will show that this is the priority (not individual compensation or who gets which office).

One firm I know sends out an email to the whole staff every time they sign a new client.  They started this once they realized that the different practice groups had no idea what the others were working on.  Everyone  had assumed the other departments were doing less than their own.  The managing partner sends out an email each week with the new matters.  When she forgets, the whole team begins to worry about the new business.  This change in attitude toward tracking and reporting has made "sales" a more important topic in partner meetings.  Associates are included in the process, and they appreciate being in "the know".  Everyone cares about the numbers for every practice area, and the firm is doing better overall.

Leave Hope Behind

Professionals who have their own book of business are always in demand.  They make more money, and have more choices in the directions available for their careers.  Hoping you will have more business means that the future is left up to luck.  Sometimes that will work, but knowing how to create your own future will bring more career satisfaction.

Being a professional who understands how to sell has become more important than ever inside smart firms.  Promotions and other decisions are made around this topic.  The turbulent economy has proven that nobody else has your back.  Take ownership of your practice and embrace sales skills as an important part of your career.

Lawyers, bankers, accountants and other professionals are achievers, or they would never have gotten to where they are in their careers.  To go to the next level, selling must be a priority.

Anyone can learn to sell on purpose.

Have A Great Day.

thom singer

Business Development for Entrepreneurial #Law Firms

New: Strategic Work Session for Attorneys

Smart law firms are again investing in the development of their lawyers and professional staff. For the past several years many firms have cut budgets and canceled firm retreats to save money and conserve cash.

However, like all businesses, law firms are realizing that you cannot ignore the human side of the organization.

Training and development is important for the future growth of the firm. Additionally, people feel better about their career when they know their employers are supporting their professional growth.

Thom Singer's new Strategic Business Development Work Session Includes:

• DISC workplace assessment tools
  
• Cultivating personal and professional brand
• Developing lead generation
  
• Meaningful cross-selling
  
• The importance of community
• How to get prospects to make a decision

For more information on how your firm can work with Thom Singer call (512)970-0398

Boost Your Sales With "Integrated Visibility" and A Motivated Staff

I have been talking with many business leaders lately about "sales". This is an important to all companies, law firms and other organizations.... but to many it seems mysterious. Everyone wants "more" sales, but some question what it means to have a plan to bring in the business.

For a long time people looked at "sales", "business development", "marketing", "pubic relations", "networking", "social media", and "branding" as totally separate functions. Everyone agrees they sound like they belong together, but few work on making them work in sync.

To enhance your company's efforts you need an "Integrated Visibility" program. Discussing the definitions or descriptions of "what is sales? or "what is marketing" (etc....) eats up a lot of time. If an executive team is hoping to prove to each other who is the smartest person in the room, they can debate the semantics all day long.

Smart companies put their focus on the results, not the definitions of the disciplines that will lead them to more business.

When the numbers come up short, some will rationalize all sorts of excuses why the company is not meeting expectations. Fingers get pointed, sales and marketing professionals get fired, and new plans get drawn up to do better in the future. But often nothing new happens.

I believe all companies must ask themselves:

1. Do those who are responsible for sales, marketing, and other revenue generating activities believe in their soul that the company's products and services are spectacular? Does the leadership have the same confidence? Are people coming to work to advance a cause, or just to check the box to get a pay check?

Often when a business is falling short the answers are often negative.

2. Do the employees all believe that EVERYONE, regardless of job title, is part of the business development team? Or do they wait for the "sales" people to take care of all aspects of new client acquisition?

When people do not believe they are responsible for the growth, they wait for those with official sales jobs to produce. It can be a long wait.

Has your company planned a team meeting to kick off 2011. Is everyone included? If the answer is no to either (or both) of these questions.... why not? Getting everyone on your team motivated to grow your overall "Integrated Visibility" will boost your sales.

Have A Great Day

thom singer

Customized Business Development Training Workshops by Webinar

Organizations with less than twenty-five employees regularly skip high quality training programs for their team of professionals due to the expense associated with educational events.

I regularly receive phone calls from small law firms, banks, accounting firms, real estate companies, and other service providers that want to have me speak to their professionals.... However they often cannot justify the cost of travel across country to their city for a small group presentation.

Over the past several months I have been conducting a Beta Test on delivering my training program via webinar. While I believe that a "live" presentation is the best way to inspire people, the feedback I have gotten on the webinars has been overwhelmingly positive.

I am now ready to announce that my educational, motivational, and inspirational presentation "Some Assembly Required: How to Make, Grow, and Keep Your Business Relationships" is available for groups of ten to twenty-five as a webinar (complete with the accompanying workbook). I will work with your team to get them engaged in the business community, establish and grow visibility, and help create a path to more business.

Doing nothing means everything remains the same. If your organization is not happy with the current state of your growth efforts, the first step is a conversation.

Please contact me directly for pricing options.

Have A Great Day.

thom

Attention Sales Managers, Business Owners, and Law Firm Managing Partners - The Time Is NOW To Start Thinking About 2011 Business Development

If I was to ask you if you believed "your organization will have its best year ever in 2011?", how would you answer?

Perhaps you would tell me that you are unsure. You may sight the current economic conditions as a reason for your uncertainty. Maybe you would question the competition's roll out of new technology, and wonder if it would give them a leg up? And it is possible that after two hard years you are concerned about your firm's survival. Your answer might be that you are going to wait and see what the new year brings.

Perhaps you would respond that you were confident that 2011 will be fantastic. The reason for this is because you have no competition and your organization prints money quarter after quarter. Your CFO has never seen any hiccups on the balance sheet. Recession? What recession? You are on fire, and know it will continue into 2011 (if this is your answer - GOOD FOR YOU! Keep it up!).

Perhaps you would state that you are committed to doing just that, making 2011 your best year ever, and you would ask me if I could assist you in discovering the path to more success. Maybe you would share that you have a good team of people but they need more direction to be the great business developers you know they can become.

If the third answer sounds the closest to your response, now is the time to take action. To impact 2011 you have to begin to have the hard discussions with your people now. You have to lay the ground work for creating a business development culture that will bring in new clients and expand your brand in the marketplace. There is now wishing or hoping when it comes to changing the direction for next year. You must have the hard conversations, and the sooner you start, the faster you will receive results.

There is no magic bullet. Waiting to see what the new year brings will just leave you behind. It is always harder to catch up when the year is half over and you are panicking about hitting your numbers.

If you want to grow the visibility of your organization in your business community, and end up on more "short lists" with prospective clients, it takes a commitment from everyone who works with you. You cannot do this alone. Relying on a few "rainmakers" leaves you vulnerable.

As the person in charge of revenue growth you have to lead a cultural revolution that supports the efforts that bring in business. Allowing people to stay in the status quo will mean that nothing will happen.

If you are reading this post and feeling a tug in your soul that you have to take action, then quit rationalizing excuses and just do it. Uncover your path to success and lead your team out of the forest of mediocrity.

Have A Great Day.

thom

Young Lawyer Has A Business Development Plan -- Now What?

I completing a consulting project with an attorney, but worry she will not take any action after our time together concludes.

She is an associate in a mid-sided law firm who sought me out because she wants to increase her visibility in the community, begin developing her own business, and cultivate a positive brand inside and outside her firm.

We have had several great conversations and developed a customized business development plan. She identified several areas of strengths and weaknesses in regards to her attitudes about networking, marketing and sales. She is excited to make an impact. But in the end, I wonder if she will really do the things necessary to create results.

I have seen it before in many people (including myself). The enthusiasm of a new plan gets the juices flowing, but the monotony of execution brings all motion to a halt.

There is not a sales culture inside her law firm. The partners are older and are content with their lifestyles. They have enough work to keep themselves busy, and do not show much interest in making new partners for several years. Her goals were to raise her visibility and grow a book of business so that she would be an attractive lateral hire for another firm. But her day to day work load will soon take priority and I assume she will tire of the after-hour efforts when there is no reward for her at the office.

We have one more official "coaching" session. What advice do you suggest I share with her?

Have A Great Day.

thom

Second Tier Efforts Bring Second Tier Results

There is no magic that will bring you marketing and business development success.

While consulting with professionals I ask them; "If you had a magic wand, and money was not an issue, what would you do to improve your business development, markteting, branding, PR, social media, visibility and sales?"

The answer always comes down to the same thing.... in one way or another they wish they could just get someone else to do it all for them. They want it to be great, but they do not want to think about it.

Professional services firms (and others) throw lots of money at consultants and outsourcing options, only to find that these efforts come up short.

Why? Because nobody can do these things for you. You have to own the tasks to build a long-lasting and recognizable brand. No magic... just consistent hard work.

Treating business development and marketing as a second tier priority will always give you second tier marketing and business development. Pony up and take the actions needed to win.... or stop wishing.

Have a great day

thom

Biz Dev Bootcamp For Austin Small Firm Lawyers

Small Firm / Solo Practice Summertime Marketing Booster-Shot

Many solo and small firm attorneys never seem to have the time to focus on the important aspects of promoting their business. While they know that marketing, business development, PR, branding and overall visibility is crucial to their future success, it seems to always be put off until tomorrow.

This summer you can learn to make business development a priority by participating in a six meeting interactive program with four to six of your peers (from non-competing practice areas) facilitated by Thom Singer.

Thom spent four years working in marketing and business development inside AM LAW 100 Law Firms. Since then he has coached and trained thousands of lawyers in the art of building their personal brand, networking and branding.

A select group of attorneys from small firms who have a desire to grow their practices and understand the value of coaching and create a strong peer group are invited to join this program. Your participation would consist of six meetings over 12 weeks.

Meetings would take place in same location every other week. Meetings will not be moved to accommodate the travel of an individual once final schedule is set. If any member or the facilitator must miss a meeting, the meeting takes place anyway with those who can be in attendance. (If the facilitator has to miss a meeting he will provide a guest moderator who will be briefed on the group and experienced on the topic. Facilitator will do his best not to miss a meeting, yet things happen in everyone’s busy schedules, thus this is mentioned "just in case").

Each meeting will last 90 minutes.

Each participant will also be scheduled for two 1-hour one-on-one sessions with the facilitator / coach to personalize the project to their own needs of their practice. This will be a private confidential discussion.

Cost per participant $650

7:30 AM – 9:00 AM Dates – Every other Wednesday beginning June 2, 2010 through August 11, 2010.

Location - TBD

For more information contact me at thom (at) thomsinger.com.

Have A Great Day.

thom

Get Your Seat For The Webinar - Sign Up Today

Sign up now for the "Some Assembly Required Webinar"

Monday, April 12, 2010

3PM Central Time

Cost $35

Pay once and bring your whole office into a conference room to participate.

Each person in your company needs to care about their network, personal brand, and the company's visibility in the business community. If your employees do not give a darn about these things, then your business is leaving money on the table.

Think about this for a minute: As an entrepreneur, business owner and manager of people..... would you stand up and tell the world.... "My people don't care, and I don't care that they don't care!" ? Nobody I know feels that way. So do not ignore this topic!

The webinar is designed as a catalyst to make people think about the power of business relationships and networking. After the session your team will be inspired to talk more about the important things that help get your firm more business.

Sign up now.

Have A Great Day.

thom

Law Firm, Banks, and Professional Services Business Development Coaching and Training

After years of pulling back on spending, there is a renewed interest in training, coaching and business education in law firms, banks and other professional service firms.

Several years ago there was push-back on the topics of marketing, networking, business development, and branding. Firms were so busy working with clients that they laughed off the thoughts that the future could ever be different from the land of milk and honey. Business was rolling in, and they never thought it would change.

Then the recession hit. It hit hard. Deals dried up and prospective clients held on tight to their current vendors. The risk of making a change was too great for most customers. Professional service providers found that there was not much in their pipeline and new business was allusive.

The new clients they did find came through their trusted referral partners. Suddenly the power of long-term mutually beneficial relationships became clear. They are now hungry to cultivate connections with others in their business communities.

I have had many conversations with law firms and other organizations the last several weeks who are seeking ways to create better marketing and business development plans. There is an interest in getting both partners and associates (senior and junior employees) engaged in creating a far reaching reputation that will lead the organization to more business.

My "Integrated Visibility" program (which combines Marketing, Sales, Business Development, Advertising, PR, Networking, Social Media, and Personal Branding) is suddenly of interest to many firms who in the past had ignored the power of business relationships. Some are looking for a short-cut or an automated system, but I have never a consultant who promises "nirvana" that can actually deliver the goods. In the end nobody can do this for you. The members of an organization need to own a visibility plan that will produce results. They must work, collectively and independently, to put the pieces together..... Some Assembly IS Required!!!

Second quarter is the ideal time to embrace a culture shift within a firm. The year is underway, and if they wait too long the year will be lost. Smart firms are addressing these topics now before 2010 is gone.

Have A Great Day.

thom

Some Assembly IS Required: Connecting the dots of Branding, Marketing, Sales, Business Development, PR, Social Media, Advertising, Networking, etc...

Nobody can ignore the need to establish their brand. Both individuals and companies need to take ownership of their reputations in the business community if they want to find the greatest possible levels of success.

A brand, put simply, is a promise of what customers, prospects, referral sources and others can expect from doing business with you. In good times and bad times your brand screams to the world who you are and what you do. All the little things you do impact how others think of you.

Even if you are not actively promoting a brand, your brand is promoting itself. People in your business community are always watching your actions and jumping to conclusions about you and your product or service. Even when you are having a bad day you are forging your reputation in the minds of those watching (and everyone they tell).

Some people think it is not fair that they are being judged. Too bad. Who told you life was fair? Who you are inside... your character.... really, really matters. As you are being observed all the time.

Large corporations have entire departments with dozens of "brand managers" who work tirelessly to protect and promote the image of the company. As a small business or sole proprietor, you cannot afford legions of people to manage your brand -- thus you must oversee this process all on your own.

Further more you must worry about marketing, sales, business development, public relations, social media, advertising, networking, and customer services. Each of these disciplines are bound together. Again, big companies allow them to float separately in silos, but you must put them all together in one big puzzle. Some Assembly IS Required! You cannot leave these important areas of business to chance.

Too often people want to take shortcuts in their career and then they sit on the sideline scratching their head wondering why they did not climb up the ladder as they had hoped.

Success takes a combination of skill and talent in your area of expertise in conjunction with a brand and reputation. If you are good and nobody knows you exist you are leaving money on the table. Being the best kept secret in your industry will leave you short of your potential. You must create buzz that will cause others to become active referral sources to help bring opportunities.

At the same time you must remain humble and continue to be genuine. Nobody wants to recommend a pompous ass.

Develop a "long-run strategy" where you are consistent in your efforts to do great work and still find time to get engaged in your business community so that you can establish that brand that excites other people into wanting to become part of your support team.

The best way to get a support team? Be a support team. Everyday find a way to help promote other people. Be a contributor and an active part of your community. If you want to have career success and gain higher levels of attention in your industry, do not do it behind closed doors.

Consistent work product, community involvement and collaboration is the only path to the top.

Serve. Contribute. Love. Accept. Be real.

Have A Great Day.

thom