All training and coaching programs and sessions offered by Business Development Inc. are experience-based and are designed around real world, actual situations. Our programs often include real buyers of legal services, such as General Counsel as instructors and yield an average return on investment of 3x the cost. We invest considerable time tailoring and customizing each program to what actually works to develop business for each firm, each participant and their target clientele. We also work carefully with each individual participant to find what works best for them including their style, preferences, time constraints and other factors unique to their situation. Many programs come with CLE credits in approved jurisdictions.



To assess quality, please visit What Clients Say - Our marquee programs consist of preparation, personal assessments, skill building sessions, knowledge transfer, individual strategic coaching, follow-up and/or personal plan development.
Two Ways to Participate/Buy:

1) Register for a current or upcoming PUBLIC program: Online registration is available from our non-mobile website. You may also request registration by contacting contact Julie Savarino, telephone (734) 668-7008.
    

2) Bring It On-Site To Your Firm: This program, and its accompanying handbook and CD-ROM are available for purchase by individual firms, either for a group of new Partners or laterals, a client team, office or other interested participants. To assess whether there is interest in this program at your firm, use this Sample Memo. For more information on how to commission this program in-house for your firm, please contact Julie Savarino, telephone (734) 668-7008.

Money BookSM is a key component of our marquee programs. It is carefully designed to create an updated, efficient methodology, sales pipeline process and system for participants to use to keep in touch with all clients, referral sources and prospects.


Depending upon the existing skills/knowledge base needs of the participants, this program can be held in a single day or a day and a half.


With over 20 years of experience in calculating, creating, pitching and revising fixed and flat fees, Julie Savarino provides independent, expert, objective presentations, workshops or training programs on the following subjects:
  • What is a fixed fee? History and trends for both transactional work and litigation
  • Why do clients want-like fixed fees? Specific, real examples
  • Why should outside firms offer them and what's in it for the firm? Specific, real examples
  • When do fixed fees make sense and are "win win"? Specific, real situations and examples
  • How to calculate/establish an effective fixed fee and use of analytical tools to help do so - specific, actual examples
  • What to track/monitor and how to be able to create future fixed fees - specific, real examples
  • Individual and firm management issues re fixed fees - process management, delegation options, tracking/measuring profitability, compensation considerations, etc.
  • Discussion, application to your practice/firm and next steps


Two Ways to Participate/Buy:

1) Bring It On-Site To Your Firm: This program, and its accompanying handbook and CD-ROM are available for purchase by individual firms, either for a group of new Partners or laterals, a client team, office or other interested participants. This program guarantees a return on investment of $4 for every dollar invested. To assess whether there is interest in this program at your firm, use this Sample Memo. For more information on how to commission this program in-house for your firm, please contact Julie Savarino, telephone (734) 668-7008.

2) License The Handbook & CD-ROM: License the most comprehensive set of materials in the market to build your own internal training programs! Licenses are available for individual firms based upon a per attorney fee. Please contact Julie Savarino, Telephone (734) 668-7008 for details.


Bring It On-Site To Your Firm: This program is designed for Associates and can be tailored for second year, mid-level and/or senior Associates. Please click here to view the agenda. This program is designed to be held over three-hours and follow-up meetings are advised at a later date to help participants use and implement what they learned. For more information on how to commission this program for your firm, please contact Julie Savarino, telephone (734) 668-7008.


Bring It On-Site To Your Firm: This train-the-trainer program is customized for each firm and can be offered in multiple offices. Topics can be combined as desired by each firm and department. Examples include: "Coaching Lawyers to Win RFPs, Beauty Contests & Proposals©", "Best Practices When Coaching Lawyers to Develop Business©", "Best Practices to Get the Most Out of Speaking & Writing©", etc. For more information on how to commission this program in-house for your firm, please contact Julie Savarino, telephone (734) 668-7008.



Effective coaching helps professionals develop and refine their abilities, skills and results and can often make the difference between a win or loss. For additional information on our coaching program or to retain immediate coaching assistance, please see our Immediate Coaching Assistance section.



Mix and match or retain as-is for day long, half day, or 2-3 hour sessions.
Additional topics/presentation modules are available within our Speeches & Programs section.


1. Skill Specific Programs
  • Business Development for New Partners/Shareholders
  • Winning the Pitch & Presentation Skills to Get the Work
  • Effective Presentation Skills - Mastering Your Speaking Skills
  • Effective Use of Proposals to Develop Business - Winning RFPs, Proposals & SOQs
  • Successful Networking at Seminars & Industry Events
  • Practice Group Leader Client Development Training
  • Practice Area/Group and Industry Marketing and Business Development
  • Effective Client Teams
  • Rainmaking for Women Lawyers

2. Skill Modules - Relationship Development and Management Skills
  • Effective Time Management Skills
  • Effective Listening
  • First Impressions Appearance, Style & Skills
  • Successful and Productive Client Entertainment
  • Understanding Behavior and Personal Communication Styles
  • Successful Communications: Telephone Skills and Correspondence
  • Maximizing Results from One-on-One Communications
  • Making Introductions and Remembering Names
  • How to Initiate a Conversation with a Stranger
  • Making the Most of Social Conversations
  • Making the Most From All Your Contacts
  • Communicating Professional Expertise
  • Effective Networking and Working a Room to Your Advantage
  • Handling Complaints and Inquiries
  • Effective Public Speaking
  • Making the Most of Seminars, Speeches and Networking Opportunities

3. Skill Modules - Client Acquisition, Development and Retention Skills
  • Ethical Considerations and Rules of Professional Conduct
  • Establishing the Mind-Set for Client Development
  • Getting Motivated to Develop Business
  • Finding Time to Develop Business
  • Understanding the Business Development & Client Selection Process
  • How to Identify Business Development Opportunities
  • Understanding Behavior and Personal Communication Styles
  • How Clients Make Buying Decisions
  • Establishing & Managing Client Expectations
  • Client Service - the Key to Business Development
  • Conducting Key Client Reviews & Surveys
  • How to Conduct Client Audits
  • Uncovering Clients Needs
  • How to Conduct Client Needs Analysis Interviews
  • Adding Value to Client Relationships
  • Introducing Colleagues to Contacts, Clients and Friends
  • Developing Business Using Proposals: RFPs and SOQs
  • Obtaining Referrals from Clients and Contacts
  • Courting Prospective Clients
  • Asking for the Engagement
  • Asking for Referrals
  • Effective Cross Selling
  • Conversations About Fees and Retainers
  • Case Management & Budgeting Techniques
  • Creating a Personal System that Works for You

4. Other Programs for Training Sessions or Retreats
  • Trends in Law Firm Business Development
  • Difference Between Marketing, Selling and Client Service - Who Does What?
  • Taking Marketing and Business Development to the Next Level
  • Best Practices & What Works to Develop Business
  • "Best Practices" Roundtable
  • Benchmarking Your Firm's Marketing and Business Development vs. Competitors
  • Overcoming Your Greatest Marketing Challenges





Questions? Please contact Julie Savarino by email Julie@BusDevInc.com, or by phone (734) 668-7008.

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