Secrets of the Masters

Chapter 1: Finding niches and developing your strategy Defining and differentiating yourself - Who are you and what do you enjoy? Develop your niche(s) Stand out to be outstanding Develop a personal scorecard Create personal deadlines Action planning worksheet Chapter 2: Growing networks and staying memorable Introduction Identifying and categorizing your targets Getting known using media coverage Thought leadership Staying top-of-mind Techniques for staying top-of-mind Action planning worksheet Chapter 3: Getting and maximizing meetings Techniques for getting meetings Contexts for making contact Maximizing effectiveness during meetings Meeting Checklist Action planning worksheet Chapter 4: Client loyalty - Delivering exceptional client service Build long-term relationships Understand the client's business Client feedback Deliver added value Other techniques for delivering exceptional service Chapter 5: Cross-selling - Working together to get more work from existing clients Why cross-sell? Overcoming internal obstacles Identifying your best opportunities Getting meetings and maximizing effectiveness Keeping cross-services top-of-mind Cross-Serving Checklist Action planning worksheet Chapter 6: Maximizing business development for laterals Lateral challenges Internal networking Internal visibility Reaching out to existing and prospective clients Lateral integration for firm leaders Recruiting Firm roles and responsibilities Firm Checklist for Lateral Integration Action planning worksheet Chapter 7: Social networking, social media, websites and search engine optimization Benefits of social networking and media Develop a social networking plan Building effective websites SEO: Optimizing your presence on the web Keeping online activity sustainable Action planning worksheet Chapter 8: Alternative fee arrangements A different world Law firms respond to the challenge Benefits and challenges of alternative fees Examples of alternative fee arrangements Internal management to deliver value and profitability Ethical considerations Action planning worksheet Chapter 9: Sustainability techniques Personal business development plan