How to Find the Best Person in Your Firm for Business Development

By Stephen Fairley

If you are a solo practitioner or in a small firm, when it comes to delegating business development efforts to your staff, your only choices may be to ask a paralegal, your assistant or  receptionist to support you.

If this sounds like your situation, here are some critical questions to ask to help you decide on which staff member is in the best position to support your business development efforts or whether you need to go to “Plan B”:

What is their level of interest in marketing? When you talk to your staff member about growing the firm and helping out with business development efforts, do they show a sense of excitement or do they suddenly come up with lots of reasons (read “excuses”) as to why they can’t do it at this time?

On a scale of 1 to 10, what’s their level of interest in helping you with marketing? Seriously consider someone else if their self-reported interest level is less than an 8 or 9. I learned a long time ago in business, you can’t push a rope.

What is their availability on a weekly basis? One of the keys to successful marketing is consistency. The best results from blogging are seen when your law firm’s blog is updated at least 4-6 times every week with unique content. That takes consistency.

Are you planning on removing something from the staff member’s current list of responsibilities in order to give them more time to dedicate to marketing or are you simply going to pile it on top of everything else they are working on and then expect them to “work harder?” 

Without knowing the specifics of your situation, I cannot give you a correct answer nor can I counsel you on whether your staff member is working as hard as they can or if they can truly take on more work. However, you need to take their availability into consideration before you ask them to assist on a regular basis with marketing.

You need someone who is going to be consistently dedicated to promoting your law firm. Do they have the personality for marketing? There is no “correct” personality to have in order to be successful in marketing. There are successful introverts and extroverts, but you need to take into consideration the type of marketing you will be doing and if that person has the right personality for it.

For example, if you need someone who primarily will be overseeing a marketing project, then you need someone who has good project management skills and a lot of attention to detail. If your primary marketing efforts revolve around building relationships with other professionals and your clients are CEOs and owners of companies, then you want someone who has great relationship building skills and who can easily build rapport with strong, confident executives.

What’s your assessment of their skill set? There are several critical skills sets proven to be invaluable in leading your marketing efforts: project management, copywriting, editing, public relations, social media, knowledge of search engine optimization strategies, graphic design, best practices in Internet marketing, referral development, relationship building, and account management, just to name a few.

Obviously, it’s rare to find someone who has more than a few of these critical skill sets, but depending on your marketing plan, some of these skills may be more important to you than others. Be sure to evaluate which skills they have versus which ones you will likely need so the two of you aren’t disappointed when expectations aren’t met.


This entry was posted in Law, Legal, Legal Material and tagged , , , , , , on by .

About Customer Service

At Undisputed legal Inc., we are consistently striving for excellence by upgrading the process in which we do business. It is our goal to provide each and every client with personal attention, professional service, and exceptional quality. We understand the plight of our clients, whether they need process services, eviction services, court services, subpoena services, skip trace services, or world compliance investigations, which is why we employ the most professional and experienced New York paralegals, process servers, subpoena servers, and skip tracers/investigators in order to ensure each case is completed accurately and efficiently. With an extreme investment to expand and improve our complete operation, we have invested in state-of-the-art technology and offsite storage in order to comply with recent city/federal licensing regulations that require companies to safeguard and secure confidential information. TRUST AND TRANSPARENCY Here at Undisputed Legal Inc., we believe in empowering all of our clients with a clear understanding of the civil rules and laws related to our services. Process Service: While complex, our staff will take the time to review the rules, laws, timelines and options as they pertain to your service of process. We guarantee diligent attempts however we don't guarantee personal service. Our process servers will make all efforts to successfully serve while adhering to requirements imposed by the jurisdictions in which they operate, providing a detailed record of what transpired on each and every attempt. Court Service: All assignments are handled proficiently and in a timely manner with a proven track record by our paralegals. in the event your documents are rejected by the court, our court paralegals will provide you with a detailed summary of what transpired and how to best move forward. Skip Trace/Background Check: Our skip tracers are able to locate successfully 90% of the time however, there are special circumstances which will effect the results of a skip trace such as, subject being incarcerated, subject has no utilities in his/her name, subject has no social security number, or has relocated overseas. We understand the process can be overwhelming and frustrating which is why transparency is so important.

Leave a Reply

Your email address will not be published. Required fields are marked *