<p>Note that this book has been discontinued and now has a second edition out, the Legal Business Development Quick Reference Guide.</p>

Legal Business Development: A Step by Step Guide

Jim Hassett

Business & Money

The Advertraining Group

In the Legal Business Development Quick Reference Guide, law firm business development consultant Jim Hassett has distilled his decades of sales training experience into a handbook designed to meet the needs of the busy law firm attorney. The way Hassett planned the book, a lawyer need not read it from start to finish but can open it nearly anywhere and find useful business development ideas that will be relevant to his or her practice. Part 1 of the book describes the Top ten ways to increase results from your limited marketing time including prioritize relentlessly, start with current clients, listen, and plan advances. Regarding listening, Hassett writes, The client is a lot more interested in her own problems than in your capabilities. If she did not think you were good she wouldn t waste time meeting with you. So you need to devote most of your meeting time to focusing on what she wants, needs, and feels. Part 2 is an A to Z reference, organized alphabetically to make it easy for lawyers to find exactly the information they need, just when they need it. It includes tools and checklists for everything from the best ways to increase client satisfaction to a list of 67 questions to get a business development conversation started.

Legal Business Development Quick Reference Guide

Reference

LegalBizDev

<p>This book describes what leading law firms are doing to transform the way they plan, manage, and price legal work. It begins by describing how the legal profession is changing, and explains why legal project management is so important to future success. Consultant Jim Hassett then describes eight key issues in legal project management and reviews a number of case studies to illustrate the wide variety of approaches that different firms are taking to change lawyers behavior. The book then discusses the theory behind changing models of law firm pricing, and what leading firms are actually doing in practice, including alternatives to the traditional billable hour. Finally, the book concludes with a list of 10 key recommendations to help law firms adapt to the changing marketplace.</p>

Legal Project Management, Pricing, and Alternative Fee Arrangements

PH.D.

Management & Leadership

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Books by Jim Hassett