Business development strategy: It’s often tough to know when you’ll arrive at a destination if you don’t have a map to help guide you there.

KLA Marketing Associates works with its clients to:

• assess their current position
• outline clearly where they want to go

and with the use of various competitive intelligence and other research resources, plot how to get there with specific actionable items.
With every plan we help devise, measurement tools are put in place to evaluate results.

Client relationship management: Since an estimated 80% of a firm’s business is generated by 20% of its existing clients, logic dictates that considerable attention and care should be given to managing existing client relationships. We work with firms to develop systems by which client activity may be tracked, incentive programs are executed for select clients, and measures are outlined to create client loyalty for years to come.

Client interviews and surveys: If there’s only one initiative we recommend that a firm can embark upon to build stronger relationships with existing clients and to expand the business they already have, it would be to undertake a client relationship management program which includes client interviews. Without question, learning what clients think about the services they receive from you/your firm and its team is priceless. The follow-up activities can literally turn the relationships into gold.

Proposals, prospective client pitches and interviews: If there’s a business development item which should be thoroughly scrutinized, it is the response for proposals. While bidding for new work is nothing new, some of the nuances are. Before even assembling a team to double down on preparing a professional pitch due usually in a couple of days, we work hand-in-hand with our clients to assess whether or not the proposed business would be a good fit for the firm. After a decision has been reached on whether or not to move forward with responding, we collaborate with clients to assemble a proposal team, strategize the most effective means by which to assign the proposal drafting and review, and assist with the presentation preparation. We find that it is an instructive exercise to conduct a team “de-briefing” upon receiving notice on the bid award in preparation for future proposal opportunities.

Training and one-on-one coaching: Training your lawyer team on how to generate leads for new business, how to actually ask for business, how to convert leads into paying clients, and other similar topics are an integral part of the business development training program KLA Marketing Associates delivers. Earlier and more than ever before, team members are required to develop their own clients. With in-depth training, we teach lawyers how to overcome their personal fears, equip them with tried and tested methods of reaching their target market, and how to effectively develop a strong client base.

Staying in regular touch with clients through our one-on-one coaching program to discuss successes and pitfalls is a useful way to not only learn new and more effective client development techniques but also adds a level of accountability which lends itself to greater client follow up and long-term success. Sometimes, everyone needs a little nudge delivered with a friendly spirit.

Some of the topics on which we train include:

• How to develop and effectively implement a marketing plan which will bolster
  business development goals and win new clients
• How to develop a keener sense of marketing skills which translates into improved client
  relations and new business (customized for management and staff)
• How to exceed clients’ service expectations
• Client interviews and why they are crucial to your business
• The art of effective networking
• How to make the absolute best first impression in numerous business situations, including
  interviewing