Monday, May 9, 2016

New Way to Reduce and Control Law Firm Costs©

Law firm marketing, business and client development budgets, investments and salaries have consistently increased in recent years and will likely continue to do so. Several major law firms have created SSCs (shared service centers) in lower-cost markets, but there are new ways for law firms of all sizes to save even more time and money.

We have reached the tipping point! Based on salary levels, it is now possible to obtain a higher rate of return, reduce costs, enhance results and get comparable service by selectively retaining qualified, knowledgeable and proven freelance position-, role- or project-based business and client development support services as needed.

  • Want to reduce and/or control your law firm's salary budget and spend?
  • Want to get lawyers or practice/industry groups on more "short lists" for outside legal work?
  • Have a business development, profitability, pricing and/or project management position or role you are working to fill or cannot fill, and/or specific plans or projects that need implementation?
  • Want reliable, experienced, consistent and high-quality business development support at a flat/fixed fee?
  • Having a hard time finding or keeping strong and dependable business development support staff?

If you answered “yes” to any of the questions above, please contact Julie Savarino to set up a time to discuss what might benefit your firm and department. Our newly upgraded BD Workforce Services – Powered by Business Development Inc., are designed to help law firms get roles filled and strategic business development projects and plans implemented using our unique, highly rated, experienced, confidential, secure, flat-fee, collaborative, highly mobile and detail-oriented approach. As one firm's CMO said, "Julie Savarino is great to work with and is so incredibly supportive and collaborative with in-house staff."

LAW FIRM SAVES COSTS AND INCREASES LEVEL OF SERVICE - One law firm located on the East Coast was spending a lot of time identifying, hiring and retaining qualified, knowledgeable, detail-oriented and dependable business development managers for certain practice groups. The firm did the math; the salary they were planning to pay was around $100,000 plus bonus and benefits. The firm’s CMO contacted Julie Savarino of BD Workforce – Powered by Business Development Inc., and they agreed on a role, scope of services and deliverables for a flat monthly fee, including all costs. After a six-month trial period, the firm decided to continue using us on an annual basis, with the option to cancel with a 30-day notice. In the first year, the firm saved at least $20,000, or 20 percent of what the firm was planning to pay for the in-house position, plus it saved considerable time by not having to search for, interview and ramp up another new employee. After the first year, the firm evaluated BD Workforce and found that the support services provided by BD Workforce were high quality, responsive, useful, and often over and above what the firm, practice group and/or lawyers expected.

For more information, contact:

Julie Savarino, Attorney and Managing Director
BD Workforce – Powered by Business Development Inc., +1 (734) 668-7008
Julie Savarino's Video Bio

Monday, March 14, 2016

Keys to Selecting an Effective "Sales" Coach* for Lawyers and Other Professionals©

In this highly competitive market for outside professional services, many law firms and individual lawyers, accountants, advisors, brokers, experts, even CMOs, CBDOs, and other professionals are using personal, external sales coaching services.

There are numerous outside sales coaches available because there is a low barrier to entry - i.e., anyone can claim to be a sales coach. In fact, over the past twenty years, many lawyers and other professionals have hired various outside sales coaches, with varying degrees of success.

The main complaints lawyers and other professionals have about the outside sales coaches they’ve used in the past are listed below.

The outside sales coach I hired:

  • Did not understand my practice, what I do, how and why clients hire me, etc.
  • Did not know or understand my clients and target markets.
  • Did not understand the various demands on my time.
  • Simply talked to me about what I should do; nothing tangible was delivered.
  • Did not understand the internal politics of my firm.
  • Did not have any practical experience doing what I do.
  • Was arrogant.
  • Was not proactive or responsive.
To ensure you find and hire the best sales coach for you, here are a few things to consider during your selection process:
  1. Once you have identified a "short list" of possible outside coaches, vet their credentials, qualifications, and experience.
  2. Contact them to request an initial assessment interview, preferably face-to-face, via videoconference, or by phone.
  3. Assess the coach's approach, process and personal style, then ask yourself, "Will I like working with this person?"
  4. Before hiring the external sales coach, as part of the vetting process - ask for specific examples of success and request a list of references and contact them.
  5. Define your objectives – i.e., determine exactly what you want to attain from working with the outside sales coach – or ask the sales coach if this is provided as part of their initial phase of service.
  6. Ask how success/results will be measured and reported at the end of the sales coaching service process.
  7. Request a definition in writing - of the services to be delivered, what is required from you and/or others in your firm, the proposed timing, draft work schedule, and deliverables.
There are many available external sales coaches in the market, but as is true in all professions, some are better than others – let the buyer beware.

*This service is often referred to as a Business Development Coach, Client Development Coach, and/or Sales Coach.

Written By: Julie Savarino, an attorney who has over 28 years’ experience providing group, individual and personal coaching services to a variety of professionals and professional service firms. To "meet" her, click here to see her video bio.

Sunday, February 21, 2016

Ways to Maximize Investments in Business and Client Development

Read this article: How to Maximize Your Firms Investment in Business Development Training and Coaching

Click here to register to attend one of our highly-rated webinars!

1) Ways to Guarantee Your Law Firm Will Develop Significant, Profitable and Measurable New Business in 2016 and Beyond© - Wednesday, March 2, 2016 – Noon to 1:30 p.m. Eastern via WebEx

2) How to Make and Use “Sales” Pipelines to Generate New Work for Lawyers and Law Firms© - Wednesday, March 9, 2016 - Noon to 1:30 p.m. Eastern via WebEx

3) Master-Level “Sales” Coaching Tools and Techniques to Help Lawyers Develop New Legal Work© - Wednesday, March 23, 2016 - Noon to 1:30 p.m. Eastern via WebEx