If there is anything the past year has taught us, it is the importance of having a book of business to help navigate waters during challenging times. As you work toward further developing your practice in the new year, consider these tips to maximize your efforts. #1 Clarify your Goals. Invest time upfront to get […]
10 Tips to Maximize Your Business Development Efforts in the New Year Read More »
Column written by Marianne Trost and published in DRI Newsletter, September 2018 Have you ever asked yourself, “If I do every- thing in business development that I am sup- posed to do, how will I ever find the time to bill?” If so, you are not alone. One size does not fit all and there
Tailoring Your Business Development Efforts for Greater Return Read More »
Column written by Marianne Trost and published in DRI Newsletter, May 2018 Estimates vary, but the marketing rule of thumb is that it takes an average of a half hour a day to maintain a book of business and two-plus hours a day to grow one. While this estimate takes into consideration time spent preparing
Working Smarter not Longer Read More »
One of the most challenging aspects of business development is following up with contacts in a meaningful way that helps you maintain, grow, and expand your key business development relationships over time. Marketing wisdom estimates that it takes 6-12 meaningful “touch points” to advance a relationship from first introduction to a stage where a level
Follow Up Tips and Techniques Read More »
Column written by Marianne Trost and published in DRI Newsletter, September 2017 To attend or not to attend? Getting the most out of a conference is key, especially when the investment involves non-billable time, travel costs, registration fees, and shifting other priorities in your life so you can make the time to attend. While most
Maximizing Your Next Conference: A Little Preparation Goes a Long Way Read More »
Column written by Marianne Trost and published in DRI Newsletter, Spring 2016 While sometimes we can only spare enough time to simply attend a conference, there are techniques you can use to significantly increase the business development value of attending conferences. Growing your client base is all about relationships – making new ones and nurturing,
Making the Most of Your Time Read More »
Q&A interview of Marianne Trost and published in the Record Reporter, August 8, 2014 We caught up with Marianne Trost, who will be one of the speakers at the ALA Expo on August 13 at the Phoenix Convention Center, to ask her a few questions about her upcoming presentation. Here’s what she had to say:
Practice Makes Perfect in the Art of Rainmaking Read More »
Column contributed by Marianne Trost and published in Attorney at Law Magazine, February 2011 Maximize your current efforts before you add more tasks to your 2011 business development “to do” list. Working smarter will help you add value to the time and effort you invest in growing your practice this year. Commit to: 1. Prioritize
Top 5 Business Development Tips Read More »
