Secrets of the Masters

David H. Freeman, J.D., a former lawyer and now CEO of the David Freeman Consulting Group, has helped thousands of managing partners, group and department leaders, partners, counsel, and associates become better leaders and rainmakers in hundreds of law firms world-wide. For nearly two decades, he has worked with over one-third of the AmLaw 200, and in 2013, for the second consecutive year, he was recognized as the best law firm business development and coaching service provider in a National Law Journal survey. He is an internationally acclaimed speaker who presents at law firm retreats, law firm networks, international, national, and regional conferences, LMA and ALA chapter meetings, bar association meetings, and law schools. David's main areas of practice include leadership training and coaching; business development training and coaching; accelerated cross-selling; client service training and planning; retreat design, facilitation, and speaking; and business development culture assessments. He was Co-Chair of the Legal Marketing Association's 2010 Annual Conference, he has written a unique book for law firm leaders called Weekly Reminders for Revenue-Focused Leaders, and he is a co-author of Law Firm Marketing Leaders: Tips from a Collection of Experts. He also wrote an on-going leadership column for American Lawyer Media's newsletter, Marketing the Law Firm, and he has authored many other articles on the revenue-related aspects of management, leadership, service, strategy, and business development for most of the major legal publications. David also produces practical video tips focused on leadership and business development, he has developed a DVD-based personal rainmaking system for lawyers called CMOplaybook(R), and he created a business development culture assessment tool for law firms called Culture Xray(R).

Chapter 1: Finding niches and developing your strategy Defining and differentiating yourself - Who are you and what do you enjoy? Develop your niche(s) Stand out to be outstanding Develop a personal scorecard Create personal deadlines Action planning worksheet Chapter 2: Growing networks and staying memorable Introduction Identifying and categorizing your targets Getting known using media coverage Thought leadership Staying top-of-mind Techniques for staying top-of-mind Action planning worksheet Chapter 3: Getting and maximizing meetings Techniques for getting meetings Contexts for making contact Maximizing effectiveness during meetings Meeting Checklist Action planning worksheet Chapter 4: Client loyalty - Delivering exceptional client service Build long-term relationships Understand the client's business Client feedback Deliver added value Other techniques for delivering exceptional service Chapter 5: Cross-selling - Working together to get more work from existing clients Why cross-sell? Overcoming internal obstacles Identifying your best opportunities Getting meetings and maximizing effectiveness Keeping cross-services top-of-mind Cross-Serving Checklist Action planning worksheet Chapter 6: Maximizing business development for laterals Lateral challenges Internal networking Internal visibility Reaching out to existing and prospective clients Lateral integration for firm leaders Recruiting Firm roles and responsibilities Firm Checklist for Lateral Integration Action planning worksheet Chapter 7: Social networking, social media, websites and search engine optimization Benefits of social networking and media Develop a social networking plan Building effective websites SEO: Optimizing your presence on the web Keeping online activity sustainable Action planning worksheet Chapter 8: Alternative fee arrangements A different world Law firms respond to the challenge Benefits and challenges of alternative fees Examples of alternative fee arrangements Internal management to deliver value and profitability Ethical considerations Action planning worksheet Chapter 9: Sustainability techniques Personal business development plan