Program Focus

In order to ensure continued growth and success relative to both revenue and clients, the Bold Business Developer program addresses the following areas:

• Knowing how/where to get new business
• Asking key questions to get at client needs
• Ensuring mutual understanding of client needs, problems and business environment through effective listening techniques
• Describing the services of the firm in the context of the benefits those services provide for the client
• Confidently asking for the business at the appropriate time
• Creating a win-win approach to developing new business—one in which the client and the firm both benefit

Program Benefits

Benefits derived from this program are multidimensional:

• Through building practical business development capabilities, the firm ensures an enhanced position and reputation in the marketplace—resulting in both new and sustained client relationships, and healthy revenue growth.
• Both existing and prospective clients gain true strategic partners—resources that understand and effectively help them address their business problems and concerns.
• Program participants benefit by developing a crucial set of skills that will enhance their individual success in the years to come.

Program Background

The Bold Business Developer series was designed after extensive interviews with senior partners at a national law firm headquartered in Chicago. The overall purpose of the program was to build and/or enhance the business development capabilities of the associates and partners in the firm. Some key learnings came out of the interviews, which drove the unique design of the program:

• The focus had to be on practical skills. Concepts alone would not result in the desired outcome of the program.
• The program needed to provide skills in both the "mechanics" (strategies, processes) and the "soft" (communication, relationships) sides of business development.
• The skills needed to be delivered in short, targeted modules, to allow for as much flexibility as possibility for the attendees.
• Individual coaching (provided after delivery of the modules) would greatly increase the effective use of the new skills learned, and thereby bring about a greater return on the investment in the program.

The program was designed to incorporate all of these learnings, and has proven to be a winning formula! At the same time, the program allows for customization, to meet the unique needs of each firm.

What clients are saying about Wolf’s Business Development Program…

"We are very pleased with the program Wolf Management Consultants developed for Venable. You spoke directly to our associates, learned what they want and need in business development skills, and returned a thorough, practical and engaging program. And special kudos to Susan for her delivery. Her style was right-on with the culture and style of our lawyers. We look forward to repeating the program next year."

Andy Hales, Professional Development Manager, Venable LLP

“When we hired Wolf Management Consultants to produce customized marketing training for a diverse group of attorneys at our firm, I was a little skeptical that it would prove to be successful. Not only did the attorneys show up in great numbers, but there was a buzz in the firm for the next couple of weeks. I received lots of emails praising the customized training. From preparation to follow-up, they far exceeded my expectations. I'm not exaggerating when I say that they really made a difference in the way marketing is perceived at Marshall, Gerstein & Borun, something that I feel hadn't been achieved in the five-plus years I was at the firm!”

Lisa Glancy, Marketing Director Marshall, Gerstein & Borun

"Seyfarth Shaw engaged Wolf Management Consultants to help structure and deliver a first-ever series of coordinated marketing workshops. The aim of the program was to provide practical skills and ideas to attorneys who are sometimes afraid of the business development process. In short, we could not have been more pleased. Susan was knowledgeable about structuring the design and delivery of the workshops and provided the content. Then, she was equally adept at changing it and modifying as we rolled out the program and received "input" from participants. I have worked with many Business Development consultants and have found Wolf to be among the best. In fact I was so impressed, I am now a part of the Wolf Management Team!"

Patricia Luchs, Director of Marketing Seyfarth Shaw

“The questioning techniques taught in the program saved what started as a disastrous meeting with a client! We started employing what we learned in the training as a last resort, and turned it around to what was undoubtedly the best client meeting we ever experienced. These techniques really works!”

“This program totally refocused my marketing efforts.”

“The presenters were excellent. Their receptiveness to questions and ability to answer those questions was great.”

“The examples and role plays were right on target—totally relevant to the law firm environment.”

“We really needed this training!”

“The program presented many useful ideas---knowing your client’s needs, understanding benefits of the services we provide, and learning to listen are critical to effective business development.”

“Gave me the motivation to act!”

Contact us to learn more about what we can do for your firm!