I'm Not in Sales...I'm a Lawyer!: Grow Your Practice with a Business Development Mindset

This book is for an attorney, just like you, who now finds yourself responsible for revenue generation even though you do not have the word "sales" in your job title. If you are responsible for helping to grow and maintain your firm's practice, guess what? You are in sales. And, despite your belief to the contrary, you will now need to develop a business development mindset to be successful.Our intention is for this book to provide you with a functional overview of what it looks like to have a business development mindset. It will help you to understand what skills are necessary to become effective at creating new client relationships, retaining current clients, and increasing revenue from your existing clientele. It is not intended to make you a "salesperson." Rather, it is designed to help you develop a positive mindset about promoting yourself in a respectable, professional, and compelling manner.. Reviews"Vince and Bob understand that many attorneys believe their work and reputations sell themselves, but in a day of ever-changing personnel, company structures, and work environment, they also understand more is needed. We, as attorneys, need to listen, engage, and connect to build our practices and develop our businesses. This book is an excellent way to learn how."Dawn E. Boyce, McGavin, Boyce, Bardot, Thorsen & Katz, P.C."Vince and Bob are fantastic at explaining why and how a business development mindset can immensely benefit lawyers. What I love about their book is they give us an easy-to-read, best practices manual filled with actionable items, relatable scenarios, mind-blowing statistics, and fantastic bits of wisdom (and quotes!) . I plan on coming back to read this over and over again for inspiration!"Arthur Uratani, Director of Marketing and Outreach for Bookoff McAndrews PLLC & President-Elect of the Mid-Atlantic Region, Legal Marketing Association. Table of ContentsFOREWORDSECTION 1: OPENING STATEMENTSidebar: The Power of a StoryChapter 1: This Wasn't Taught in Law SchoolChapter 2: Becoming A RainmakerSECTION 2: NETWORKING IS THE KEYSidebar: DifferentiationChapter 3: ProspectingChapter 4: What's Your Why?Chapter 5: Consistent ConsistencySECTION 3: GREAT MINDS THINK ALIKESidebar: The Importance of LikeabilityChapter 6: Law of AttractionChapter 7: Birds of a FeatherChapter 8: Expanding Your ReachSECTION 4: YOUR BRIEFCASE IS YOUR TOOLBOXSidebar: BiasesChapter 9: Managing Client RelationshipsChapter 10: Billable HoursChapter 11: The Pen is Mightier Than The SwordSECTION 5: SUMMATIONSidebar: Business Development Habits for SuccessChapter 12: Closing ArgumentACKNOWLEDGEMENTSABOUT THE AUTHORSAPPENDIX A: SUGGESTED RESOURCES & BOOKSAPPENDIX B: PROFESSIONAL ORGANIZATIONSAPPENDIX C: GLOSSARY