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The Training Resource Group
Tel: 215-320-4650
Fax: 215-564-2175
123 South Broad Street
Suite 1325
Philadelphia, PA 19109
info@trainingresourcegroup.com |
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Business Development for Attorneys
When it comes to business development, lawyers are different. Unlike your corporate counterparts, the factors that make you successful at generating new clients are different. You need to bill hours, and can’t spend all day building a book of business.
While young attorneys certainly aren't expected to be rainmakers early in their
careers, if they want to make partner or start a firm of their own, they need
to develop their rainmaking skills. Unfortunately, law school does very little
to give them the tools on how to develop new clients.
The Training Resource Group has worked with attorneys for many years, helping them develop the different skills sets needed to successfully generate new business. We deliver specialized programs geared to the special needs and demands of the legal profession. We help attorneys develop new opportunities, generate more referrals, and differentiate themselves from the competition.
The program works with lawyers to evaluate their intrinsic sales talent, set up a training program, produce a business plan and then track the results. Classes consist of role-playing exercises and lawyers sharing war stories and hashing out possible solutions. We also provide personalized coaching to help you with your specific needs. The objective is to get you in front of more potential clients.
Our programs are relevant for solo and small-firm practitioners as well as lawyers from midsize and large firms.
Here are just a few comments from our clients.
"The managing partner and myself were both in the first class, along with various other partners, so I got to experience the class firsthand. I was (and am) very impressed with how you worked with the attorneys, cutting to the chase and pushing them outside of their comfort zones to try new selling techniques. I know our attorneys agree that your techniques have helped them beyond selling as well, and some have used the ideas to help settle cases, work better with opposing or co-counsel and even negotiate in other settings." -
Dawn Afanador, Director of Marketing – Gibbons, Del Deo, Dolan, Griffinger & Vecchione
"The whole idea is that you can be effective without sounding like a used-car
salesman," Bennett said. "That's the foundation, but building a client base takes
a long time, and that's why I've stayed with [Training Resource Group]. I surpassed
the goal I set for business generation in 2003, and I've raised the bar for 2004." -
Jo Bennett, Attorney – Stevens & Lee
"I started your program when I belatedly realized that the practice model in the industry was changing, and that, absent a demonstrated ability to develop business, both my forward progress and my compensation would stagnate. I was, at best, skeptical that a sales training program of any kind could work for lawyers, or for me."
"I just got my preliminary year-end numbers for 2006: My Origination credit exceeds $500,000 and my Billing Manager credit exceeds $1 million. Suffice it to say, my skepticism has evaporated. Thank you.
" Theresa E. Loscalzo - Schnader Harrison Segal & Lewis LLP
"As for me, we together established the aggressive (I thought) goal of my increasing, by 50%, the business I brought in to the firm. Now, with two weeks left in 2003, I have already more than doubled the business I brought in to the firm last year, due to your efforts." Jeff
Wild, Attorney - Lowenstein Sanlder P.C.
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