Monday, June 21, 2010

Business Development Mistake #8 - Failing To Provide Value

Securing a meeting - and ultimately developing business - with a prospective Client is easier when you bring something of value to the table. The challenge is that  value is unique to each individual, so to understand what a particular Client values, you have to ask. 

For one Client value may involve a positive resolution to a conflict; for another it may be a proactive approach to avoiding conflict. For others it may be as simple - and important - as prompt and timely communication or accurate budgeting. 

Ultimately however, one thing is certain: when you seek to determine and provide value from the Client’s perspective you elevate yourself from being perceived as just another lawyer to becoming a trusted business advisor, which is exactly the position you want to be in. 

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