Legal Business Development: A Step by Step Guide
by Jim Hassett
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Book Summary Information
Author: Jim HassettEdition: Paperback
Audio: English (Unknown); English (Published)
Published: 2006-09-25
ISBN: 097276304X
Number of pages: 208
Publisher: The Advertraining Group
Book Reviews of Legal Business Development: A Step by Step Guide
Book Review: Unvarnished, direct introduction to selling in the legal market
Summary: 4 Stars
Jim Hassett is a longtime sales and business development coach and consultant who has fairly recently turned his attention to the legal market. This book is heavily based on standard (and successful) sales and advertising techniques. It represents Hassett's effort to apply these tips and best practices to this rather unusual industry.
The book is directed to the big-firm partner, not to the solo practitioner and not primarily to the marketing manager or chief marketing officer of a law firm. Hassett's message is: Plan carefully, then get out there and sell! Lawyers and law firms that neglect business development, he asserts, will end up in the ashcan of history. Hassett writes well and avoids business buzzwords.
The most memorable moment in the book is on Page 109, where Hassett says he had offered sales coaching and training to salespeople in many industries for decades. The salespeople either listened to him or ignored him. But when he started selling to lawyers, "suddenly, it was hard to get through the first ten minutes of a talk before someone would interrupt to question my conclusions, or ask about my evidence." That's a challenge right there.
I highly recommend this book to law firm partners and others who want to understand what competition is like in legal services in the 21st century.
Summary of Legal Business Development: A Step by Step Guide
This book will help lawyers at large and mid-sized firms to get immediate and practical results from their limited marketing time, by building stronger relationships with current clients and with new ones. It includes step by step instructions to help you decide how much time to devote to business development, to identify the most productive activities that can be accomplished within that time, and to assure follow-up. The book is built around exercises and quick references that will guide you to take immediate and practical steps that fit your practice, your personality, and your schedule.Sales & Selling Books
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