Secrets of the Masters uncovers the mysteries of how to become an exceptional rainmaker. A comprehensive, practical, and inspirational guide, it is packed with hundreds of proven tools and techniques for increasing revenue and forging relationships with clients and colleagues that last a lifetime. It covers:
Identifying and building personal strengths;
Finding practice niches;
Building powerful internal and external networks;
Categorizing your key targets;
Delivering exceptional levels of client service;
Accelerating cross-selling;
Getting client meetings and maximizing their effectiveness;
Improving lateral success and enhancing lateral integration;
Applying alternative fees;
Utilizing social media;
Developing websites and search engine optimization; and
Making business development a career-long, sustainable process.
“The most comprehensive, yet practical “how to” guide I’ve seen for developing business in the legal industry” - Jonathan Fitzgarrald, CMO, Greenberg Glusker
“The book is fabulous. It is very readable, and filled with specific, easy-to-implement strategies for lawyers looking to bring their practice to the next level” -David A. Perlick , Perlick Legal Counsel
Featuring contributions from an All-Star Team of over two dozen law firm marketing and business development experts who offer insights, experiences, and real-world tips for attracting, retaining, and growing great clients.
Each chapter is supported by dozens of approaches, mini case studies, and an action planning worksheet that prompts you to make decisions and take action. You’ll find a personal business development plan template that will help you to craft your customized strategies.
Secrets of the Masters comes with a complimentary CD-Rom which contains each chapter’s worksheets, checklists, and business development plan templates.
Whether you’re a proactive law student, a solo practitioner, an associate grooming yourself to become partner, a new partner responsible for bringing in your own work, or a senior rainmaker looking to double down on your success, Secrets of the Masters is critical reading.