The Lawyer's Field Guide to Effective Business Development
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The Lawyer's Field Guide to Effective Business Development

The Lawyer's Field Guide to Effective Business Development
Product Code: 5110578
About the Author: William J. Flannery
Publication Date: March 2007
ISBN: 978-1-59031-736-5
Page Count: 164
Trim Size: 5 x 7.5
Sponsoring Entities: Law Practice Division
Topics: Law Practice Management, Management / Organizational Skills, Marketing
Format: Book - 5110578
Other Formats: eBook - 5110578EBK
Pricing: $59.95 (Regular)
$49.95 (Law Practice Division) ABA Members, Log in now to receive this discount!
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About the Book

The Lawyer's Field Guide to Effective Business Development is much more than a "survival guide"--it is a "success guide." Having trained more than 10,000 lawyers from around the world in client relationship management, business development and effective communication skills, William J. Flannery, an ex-IBM executive and J.D., focuses on practical ideas and approaches for business growth and relationship improvement. Flannery's approach to winning and retaining long-term, attractive clients is detailed and sensible. He proves that with the right approaches, the appropriate homework and diligence, and a little bit of courage, any lawyer can not only be smart, but effective as a client relationship manager and advocate.

The Field Guide is designed for seasoned lawyers who want to refine and polish their business development skills, as well as younger lawyers who have set their sights on designing successful and profitable careers as trusted advisors.

You'll enjoy Flannery's enthusiastic, animated presentation style and benefit from his wisdom and guidance when using the principles, strategies, and tactics that he has developed and taught to others over the years. Keep this pocket-sized book in your car, your briefcase, or on the corner of your desk, so you can refer to it often. It's filled with advice that you can use just when you need a boost.


"In this wonderful book, Bill Flannery, who changed the legal marketplace forever, does what he's been doing so effectively throughout his extraordinary career--he teaches lawyers how to sell. How can you build your firm's business without it?"
Richard S. Levick, Esq., President and CEO, Levick Strategic Communications

"A must-read for all lawyers seeking to establish enduring client relationships that are both financially and professionally rewarding. In this book, Bill Flannery distills much of the wisdom he imparts in his renowned, high-voltage training workshops into an easy-to-follow action plan that can help every lawyer enhance his or her business development capabilities and confidence. The book also provides meaningful direction to firms about setting marketing and business priorities and creating a client-focused business development culture in their organizations."
Wendy L. Bernero, Chief Marketing Officer, Paul, Weiss, Rifkin, Wharton & Garrison

"Soul music had James Brown, the 'Godfather of Soul.' Law firms have Bill Flannery, a true pioneer in business development for our industry. The Field Guide provides a comprehensive road map for business development strategy. Like the best soul sound, the Field Guide's straightforward prose will resonate with your lawyers."
Kathleen H. Hilton, Director of Client Services, Pillsbury Winthrop Shaw Pittman LLP

"Bill Flannery's business development techniques and strategies have transformed the way in which the people in our firm think of business development and client service. Even our most recalcitrant critics of business development activities have been converted. Bill's techniques have become such an integral part of the way we provide service and communicate with clients and potential clients that we have turned his name into a verb, as in 'Let's Flannerize the known world.' His Lawyer's Field Guide should be on every lawyer's desk."
Keith B. Simmons, Bass, Berry & Sims PLC

"Not only helps every lawyer overcome their business development fears, but also lays out an effective systematic approach that will help them grow their practice and deepen their professional satisfaction. A skill and confidence builder."
Ronald M. Shapiro, Attorney, and co-author of Bullies, Tyrants, and Impossible People

"A concise and practical guide for relationship and business development that transcends any professional group. I recommend this guide as required reading for all business managers and professionals."
Vince Lambiase, former CEO of Winchell's Donuts, EZCorp, and founder of VA Lambiase & Company

"Bill Flannery has effectively captured the essence of the 'art of the deal.' It's compelling, coordinated, connected and communicates the message with punch. It's an essential tool for every lawyer."
Pike Powers, Fulbright & Jaworski LLP

"Essential reading for any lawyer interested in winning and retaining clients over the long term. Bill Flannery is the undisputed leader in the field of helping lawyers improve their business development capabilities, and this book deftly combines field-tested, practical advice with deep insight about the nature of the relationship between lawyer and client that he has developed over several decades. Destined to become the standard by which all other books on this topic will be judged."
Logan Chandler, Partner, The Strategic Offsites Group, Boston, Massachusetts

"Bill Flannery's business development methodology has helped our lawyers turn listening and client service skills into business development prowess. Bill's Field Guide walks you through his method step by step and holds nothing back."
Jane S. Roberts, Pillsbury Winthrop Shaw Pittman LLP

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