Business Development Training and Workshops for Law Firms

Business Development That FITs Your Firm

Unlock rainmakers with business development practices customized to your firm and the people in it.

Have you invested considerable time and money in business development, but the results haven’t followed?  No investment in marketing professionals, new technologies, strategic off-sites, or partner threats can overcome the biggest obstacle to finding new clients.

Your people are busy and business development is easy to get to “tomorrow.” Marketing teams struggle to get true participation. And business development activities that work for one associate or partner might be a poor fit for another.

So we press for more activity. Do more networking, schedule more lunches, do more entertaining. If it doesn’t get done there must be something wrong with our people, right?

What if the people aren’t the problem?

At Chambers Pivot Industries, we help professional services firms identify what's getting in the way of growth and design business development practices that fit your organization and, most important, your individual people.

The FIT Approach to Business Development

We believe successful business development starts with three things:

F: Focus

Are you pursuing the right clients, industries, and opportunities?

We help firms establish clear business development strategies that reflect their priorities, resources, and objectives. The goal is to make business development a realistic priority next to billable hours and client servicing.

I: Individual Strengths

Not every attorney develops relationships in the same way.

Some are natural networkers. Some have grown up with great contacts. Others build trust through technical expertise, problem-solving, writing, or teaching.

Instead of teaching every attorney the same formula, we help them develop business relying on their individual strengths. This leads them to practices they can execute consistently and actually enjoy doing.

T: Technology

Technology supports business development practices, it doesn’t dictate them.

Once we establish what works, we look for technology to make the process more repeatable and more consistent. CRM systems, prospect intelligence tools, marketing automation, and custom tooling make these new “personal best practice” activities build even more momentum.

Business Development Is a Firm-Level Responsibility

Even the most capable attorney focused on perfectly tailored business development practices will struggle if the firm isn’t set up to support activity.

We work with the firm’s leadership, unleash their marketing professionals, and talk to staff to identify both personal and organizational barriers to growth. No two firms are the same because the individual attorneys are so different. Smart people with strong personalities trained to argue well can be the biggest threat to business development. Fear of saying the wrong thing to the wrong person or stepping on someone’s toes keeps activity from happening.

We make sure that doesn’t happen.

Every firm is different, but the challenges to business development look a lot alike. Talk to us about how we can help your firm get more from your business development activities.

We don't begin with a predetermined training program or follow up on lists of activities attorneys should complete. We start by understanding the firm’s goals, where it is today, and the obstacles preventing progress. We can help you design practical approaches, help your people put them to work, and participate in the refinement of practices until they become a natural part ofyou’re your firm’s new business gets done.

The objective shouldn’t just be more activity. It should be business development activities that the firm can sustain because they come naturally to your team.

Get the Book: The Human Being's Guide to Business Growth

Better business development starts with the people in your business.

In The Human Being's Guide to Business Growth, Greg Chambers explores the principles behind his FIT approach, including how to develop business growth practices that reflect people's natural strengths rather than forcing them into some formula.

If you're a managing partner, practice leader, or marketing professional looking for a more practical approach to business development, it's a good place to start.

Contact Greg for your complimentary copy of The Human Being's Guide to Business Growth.

And if you'd like to explore what FIT would look like in your firm, contact Greg Chambers.