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Notes from Business Development Training Class Part 1 – by Mo Bunnell

3/17/21 Notes

  • Do the self assessments with our experts
  • Take 3 small actions per week
  • Relationships with clients
  • Say “I’d like to help you grow your business where do you think you need help? The Ikea Effect- we buy into what we think we can control
  • Individual marketing plans aligning with company marketing plan – manidory from our Jenn. Monthly mtgs with each expert.
  • Start small with experts – set so low you can step over the goal
  • Develop their practice
  • Help write down opportunity list
  • Connect with 5 people on LinkedIn, blogging, 5 thank you notes,
  • Create a Business Development Plan – what are 3 things I’m going to do with BD
  • Say, I ant to block out my time to help you – are they blocking out time for BD?
  • They have to be proactive and block off 30 mins per week to BD
  • Encourage proactive sharing about successes – JTM to All = examples (Best in Columbia attorneys)
  • Gamification – check off mtg with BD – MVP prize – 1st place, team prizes
  • Its energizing to call experts and get them talking about hat is going on with them
  • Treat your prospects like clients and your clients like prospects
  • Forward artifacts or blogs to clients
  • Marketing is getting clients to the door, BD gets them in the door
  • I’m trying to get you a date, its your job to propose
  • Give to Get, they normally think get to give
  • Leverage something we have done successfully with an expert to the rest of the experts
  • Quarterly – standard agenda, changes in billing goals, tools and what is working/not working, plans for marketing
  • If something worked well for 1 client, bring it to the other clients
  • Ask clients about their background – how they got into their position
  • Take client alerts, podcasts, and send out individually – call out something pithy and send to them
  • Leverage work other have done and get work
  • List of considerations or why they should care about this new code change and send out internally and externally
  • Just get experts talking about what they do and are doing
  • Trip they are doing – this is what we want our experts to do, we should be doing it too
  • Give a small free tip to get a client – give to get
  • Monthly progress report for all aspects of client services
  • Whats next on list of actions
  • Always come back to the BD plan
  • How can we get expert to look at the plan