COVID19 has changed how we work in 2020. With teleworking as the new normal, it is easy to put business development on the back burner. Forward-thinking law firms are quickly re-orienting marketing activities towards more webinars, podcasts, and newsletters. While in-person meetings and conferences are not options at the present time, there are ways to keep your business development engine going. Here are some actions to consider:
Your clients are human beings – Yes, clients keep the doors open, but they are also parents of children at home, sons and daughters of aging parents, and simply people. They are all feeling the impact of this uncertainty. Ask them how they are doing and show some kindness.
Keep your current clients satisfied – This does seem obvious, but in times of uncertainty, you have an even greater opportunity to develop relationships with your clients through personal outreach and the quality of your work product. Satisfied clients will continue to tell others and be a great advocate for you and your practice.
Personal interaction with current and former clients – Your firm likely has likely developed COVID-19 related e-communication for you to send to current and past clients. This is your opportunity to take the firm’s message a step further. Follow up individually not only with current clients but also inactive clients. Personalization and customization will certainly be appreciated.
Keep your referral pipeline alive with virtual “coffees and lunches” – It is possible that you have had lunch or dinner at your desk. Now that you are at home, why not virtually invite someone over? Video conference and the phone are important tools in “tele”networking. Whether it is within your office or practice group or with external partners, be sure to keep up with your referral sources. Intentionally block time on your calendar with a given client every few weeks to further understand their needs and expectations.
Based on the “new normal”, you should also set some “Tele”Networking SMART goals (e.g., my ATL article Are You Being SMART About Your Approach to Business Development?). Having problems getting started? Feel free to drop me a line at my email below.
Jason Levin founded Ready, Set, Launch, LLC®, www.readysetlaunch.net, after a career in brand management at Unilever, consulting at Accenture, and employer branding sales at Vault.com. Business development, personal brand and outplacement coaching are his passions, and Jason partners with lawyers and law firms to further engage and develop attorneys through training and one-on-one coaching. Jason works with his clients to develop a business plan, land that next client, elevate their personal brand, make a career change, or transition into retirement. Jason enjoys speaking on and moderating panels and presenting career and business development seminars and webinars at staff retreats, conferences and training sessions. Jason is “an attorney by marriage.” You can email him at [email protected] and follow him on twitter @jasoncareers.
