Understanding marketing, business development and client development | Circus Style…

by Jayne Navarre on March 12, 2013 · 0 comments

in Business Development, Client Service, Marketing Communications

What’s the difference between marketing, business development and client development?

Unlike most consumer products, selling services such as law, accounting, real estate, insurance, and consulting involve higher involvement and a longer process, especially for highly regulated professions like law and medicine. Knowing the difference between the tasks involved can help. There are three basic disciplines that apply to the sales cycle for selling services – marketing, business development and client development. These three disciplines are separate, yet inter-dependent. This is a fanciful slide deck I created to illustrate the difference. Credit for the marketing part of this concept is often attributed to a Reader’s Digest article, which is in the public domain, publication date unknown. Enjoy!

Tagged as: Business Development, Clients, Marketing strategy, Professional Development

Social Seating | A ticket to business opportunities

Looking for a more productive airline seat—not a quiet one where you can work, read, nap, or catch up on email, but one that puts you face-to-face with the CEO of your law firm’s most coveted prospect? Welcome to Social Seating.  Some ideas are just meant to be born. Imagine your dream prospect has just [...]

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Pep talk: throwing and catching in the major leagues…

It is not a coincidence that the best ball players are the ones with the best throwing and catching skills. Good defense revolves around a team’s ability to throw accurately and catch the baseball. Watch any high school level team or below warm up in the outfield and you’ll see players using poor throwing mechanics [...]

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Upgrading Your LinkedIn Account

The LinkedIn Dream In 2007 when I joined LinkedIn, I was hopeful, even optimistic, that an online networking site could provide an alternative to the endless round of rubber chicken networking events. I wanted so badly for it to become an essential, virtual venue where like minded people could meet and greet, exchange ideas, and [...]

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Layoffs Threaten Law Firm Partners

A headline in the Marketplace section of Monday’s Wall Street Journal (1/7/2013) gave some sobering news: “Layoffs Threaten Law Firm Partners. First it was staff, then associates, now partners? Let’s blame it on the economic downturn. According to the article (as well as a dozen others I’ve read lately), law firm partners are drowning in [...]

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Intimidating criminals, rallying citizens, and managing trial publicity in social media forums…yes, indeed!

Last May (2012), I blogged about the spectacular trial publicity move made by Mark O’Mara, newly retained defense counsel for George Zimmerman who is charged with 2nd degree murder in the shooting of Trayvon Martin (State of Florida vs. George Zimmerman). O’Mara rocked the “legal” world by launching (I believe the first) social media campaign, [...]

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Holiday gifts for clients | Ideas for lawyers, law firms, marketers, and others…

This post offers an inside look at traditions, tips and ideas for corporate holiday gift giving for law firms, lawyers, marketers, consultants, and other professionals. Corporate Gift Giving at the Holidays While holiday greeting cards, whether eCards and traditional, are always appropriate, taking the time to choose a gift for your most valued clients, vendors, [...]

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Prime addresse$, billable hour$ and cross-$elling are DEAD

The Adam Smith, Esq. blog, published by Bruce MacEwen, covers the topic of law firm economics really well. His latest series on Growth is Dead lays out some pretty heavy schooling for law firms; stressing the need for experimentation, acceptance of failure, and the virtues of resilience, among other things that are not typically in [...]

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Real lawyers don’t have to blog, but increasingly their clients do….

Lawyers with blogs that post fairly frequently often report a substantially high impact for their investment—new clients, media exposure, and even personal satisfaction. However, more often than not their clients also have blogs…and dozens of social media accounts. Do you friend, follow, subscribe, like, and engage with your clients’ social media, even if you don’t [...]

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You survived the recession, but your [law] blog is in foreclosure.

There’s one thing I’ve learned about being a blogger—the cost of entry may be cheap but it’s expensive to sustain. And that’s why, more than we would like to admit, [law firm/lawyer/anybody] blogs are increasingly neglected or abandoned. Blogs are not necessarily expensive in dollars and cents, but are necessarily expensive in time—and as they [...]

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