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Selling to strengths: Business development for introverts and extroverts

Douglas McPherson discusses how to create tailored BD plans for introverts and extroverts

31 May 2012

Douglas McPherson discusses how to create tailored BD plans for introverts and extroverts

The sad fact is that, while not many lawyers are comfortable with the idea of business development (or ‘selling’, to be blunt), the majority have realised that it is a necessary evil. If one is to maximise one’s earnings and realise one’s ambitions of partnership, then the ability to bring in work is essential and, to do that consistently and successfully, you have to be able to sell.

An increasing number of firms are investing time in creating marketing plans to complement their business plans. These are now largely underpinned by personal business development plans, or a list of activities that fee earners have committed to undertake to achieve their targets.

The problem is, however detailed or indeed realis...

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