1. 10 Ways To Improve Business Development William J. Flannery, J.D. The WJF Institute THE WJF INSTITUTE© All rights reserved 2010

2. 1.The firm’s leadership needs to have a formal inspection process for business development to compare team performance. 2.Key clients of the firm need to have client-focused teams that have standard metrics for performance. 3.The client-focused team members need to have effective business development skills, especially face-to-face meetings with clients. THE WJF INSTITUTE© All rights reserved 2010 10 Ways To Improve Business Development

3. THE WJF INSTITUTE© All rights reserved 2010 10 Ways To Improve Business Development, Cont’d. 4.Each lawyer needs to have a firm-wide business development process in place to grow market share within key clients. 5.Marketing and business development needs to be fully integrated. 6.Each client-focused team will need to have a firm-wide standardized planning process for driving to greater market share. 7.The client-focused team members will need to have a high level of collaborative team skills.

4. 10 Ways To Improve Business Development, Cont’d. 8. The firm will need clear data on opportunity by client, market share by client, practice area, and geography. 9.There will need to be a long term formal change process in place to become more client-focused using teams. 10.The marketing/business development professional will need a new set of skills to accomplish key client team objectives and drive market share. THE WJF INSTITUTE© All rights reserved 2010

5. Please send us your comments: William J. Flannery, J.D. The WJF Institute 11044 Research Boulevard Building A, Suite 110 Austin, TX 78759 512-338-1758 Fax 512-219-1200 flannery@wjfinstitute.com www.wjfinstitute.com flannery@wjfinstitute.com www.wjfinstitute.com Thank You! THE WJF INSTITUTE© All rights reserved 2010