SlideShare une entreprise Scribd logo

Using competitive intelligence to build your legal business

•Télécharger en tant que PPT, PDF•
•
Allen Matkins
Allen Matkins
FormationBusiness
1  sur  18
Using (competitive) intelligence to build your legal business Adam L. Stock Director of Marketing & Business Development Allen Matkins Leck Gamble Mallory & Natsis LLP
Background and perspective ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What do we mean by “intelligence”? ,[object Object]
Why isn’t the use of intelligence obvious in the law firm context? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Agenda ,[object Object],[object Object],[object Object]
Intelligence sources ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Intelligence sources ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What are the contexts for using intelligence? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What are the contexts for using intelligence? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Bring intelligence into the dialogue – or cracking walnuts The Walnut I’ve known the client for 20 years and we’re getting the majority of their work…
Firm 360 Litigation report “ But this report shows that we’re getting less and less of their work and our biggest competitor is doing most of their work!” I think we’d better visit the client…
Build a support model that fits with limited attorney business development time Typical day 9AM 6PM Attorney Bus. Dev. Staff Work on a specific pursuit Billable attorney time Other marketing time
Build a pursuit development process that includes Business Development and Competitive Intelligence roles Day 1 Day 7 Identify Target (Atty + BD) Review Research (Atty + BD) Review 1 st Draft of Pitch (Atty + BD) Finalize Pitch Materials (Atty + BD) Do research (BD + CI) Develop pitch materials (BD) Refine pitch (BD) Typical pursuit development process
Build a clear client team role that includes Competitive Intelligence ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Lawyer’s Responsibility Support Team’s Responsibility
Make intelligence available on your intranet 24/7
Link intelligence with client information so everyone comes to expect it
How do you know if it is working? ,[object Object],[object Object],[object Object]
What does “success” look like? ,[object Object],[object Object],[object Object]

Recommandé

iData Insights - Business Presentation
iData Insights - Business PresentationiData Insights - Business Presentation
iData Insights - Business PresentationiData Insights
 
Integrated Associates
Integrated AssociatesIntegrated Associates
Integrated AssociatesJames Moreau
 
JLM Advisory_What's_Your_20
JLM Advisory_What's_Your_20JLM Advisory_What's_Your_20
JLM Advisory_What's_Your_20Jamie Meeker
 
Rich Knudsen Dynamic Booking Results How I Work In 60 Selling Minutes
Rich Knudsen Dynamic Booking Results How I Work In 60 Selling MinutesRich Knudsen Dynamic Booking Results How I Work In 60 Selling Minutes
Rich Knudsen Dynamic Booking Results How I Work In 60 Selling MinutesRich Knudsen
 
2017 Canada/BC Tech Investment and Exits
2017 Canada/BC Tech Investment and Exits2017 Canada/BC Tech Investment and Exits
2017 Canada/BC Tech Investment and ExitsGaribaldi Capital Advisors
 
Eastward Search Partners - Search Portfolio
Eastward Search Partners - Search PortfolioEastward Search Partners - Search Portfolio
Eastward Search Partners - Search PortfolioJoe Carbone
 
Understanding Funding - Fundica
Understanding Funding - FundicaUnderstanding Funding - Fundica
Understanding Funding - FundicaFunding Roadshow
 
Strategic Fundraising DevGarden
Strategic Fundraising DevGardenStrategic Fundraising DevGarden
Strategic Fundraising DevGardenChristopher Pagels
 

Recommandé

iData Insights - Business Presentation
iData Insights - Business PresentationiData Insights - Business Presentation
iData Insights - Business PresentationiData Insights
 
Integrated Associates
Integrated AssociatesIntegrated Associates
Integrated AssociatesJames Moreau
 
JLM Advisory_What's_Your_20
JLM Advisory_What's_Your_20JLM Advisory_What's_Your_20
JLM Advisory_What's_Your_20Jamie Meeker
 
Rich Knudsen Dynamic Booking Results How I Work In 60 Selling Minutes
Rich Knudsen Dynamic Booking Results How I Work In 60 Selling MinutesRich Knudsen Dynamic Booking Results How I Work In 60 Selling Minutes
Rich Knudsen Dynamic Booking Results How I Work In 60 Selling MinutesRich Knudsen
 
2017 Canada/BC Tech Investment and Exits
2017 Canada/BC Tech Investment and Exits2017 Canada/BC Tech Investment and Exits
2017 Canada/BC Tech Investment and ExitsGaribaldi Capital Advisors
 
Eastward Search Partners - Search Portfolio
Eastward Search Partners - Search PortfolioEastward Search Partners - Search Portfolio
Eastward Search Partners - Search PortfolioJoe Carbone
 
Understanding Funding - Fundica
Understanding Funding - FundicaUnderstanding Funding - Fundica
Understanding Funding - FundicaFunding Roadshow
 
Strategic Fundraising DevGarden
Strategic Fundraising DevGardenStrategic Fundraising DevGarden
Strategic Fundraising DevGardenChristopher Pagels
 
BRA - who, what & where
BRA - who, what & whereBRA - who, what & where
BRA - who, what & wherewcatlin
 
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...Sanjay Uppal
 
Sourcing partnerships in the real world
Sourcing partnerships in the real worldSourcing partnerships in the real world
Sourcing partnerships in the real worldguest1dcc68ca
 
Flyer for emailing to business
Flyer for emailing to businessFlyer for emailing to business
Flyer for emailing to businessDelphine Abraham
 
The Business of Design Bootcamp - Session 2 of 2
The Business of Design Bootcamp - Session 2 of 2The Business of Design Bootcamp - Session 2 of 2
The Business of Design Bootcamp - Session 2 of 2Lima Z
 
How to Grow Your Business to 10X by Building a Mobile App?
How to Grow Your Business to 10X by Building a Mobile App?How to Grow Your Business to 10X by Building a Mobile App?
How to Grow Your Business to 10X by Building a Mobile App?Dot Com Infoway - Custom Software, Mobile, Web Application Development and Digital Marketing Company
 
What Law Firms Need to Do To Profit and Succeed
What Law Firms Need to Do To Profit and SucceedWhat Law Firms Need to Do To Profit and Succeed
What Law Firms Need to Do To Profit and SucceedJohn Bowie
 
Garibaldi 2018 invest_exit_review
Garibaldi 2018 invest_exit_reviewGaribaldi 2018 invest_exit_review
Garibaldi 2018 invest_exit_reviewGaribaldi Capital Advisors
 
NiTS Brochure
NiTS BrochureNiTS Brochure
NiTS BrochureKim Cygan
 
Franchisology information kit 2012
Franchisology information kit 2012Franchisology information kit 2012
Franchisology information kit 2012Franchisology Inc.
 
GeoInvesting Process - Short Biased Strategies
GeoInvesting Process - Short Biased StrategiesGeoInvesting Process - Short Biased Strategies
GeoInvesting Process - Short Biased StrategiesGeoInvesting LLC
 
Customer Insight Workshop D Rita Wilson
Customer Insight Workshop D Rita WilsonCustomer Insight Workshop D Rita Wilson
Customer Insight Workshop D Rita WilsonRichard Greening
 
Working for a Startup: 5 Things To Consider Before Joining
Working for a Startup: 5 Things To Consider Before JoiningWorking for a Startup: 5 Things To Consider Before Joining
Working for a Startup: 5 Things To Consider Before Joiningjincy joy
 
Never too small to export
Never too small to exportNever too small to export
Never too small to exportJohn Sutton
 
Www rapidadvance com_news
Www rapidadvance com_newsWww rapidadvance com_news
Www rapidadvance com_newsAlma F. Gillette
 
International Operations - Ethna Piazza
International Operations - Ethna PiazzaInternational Operations - Ethna Piazza
International Operations - Ethna PiazzaAllen Matkins
 
2012 Legal Marketing TechnologyConference conference 03 10-2012
2012 Legal Marketing TechnologyConference conference 03 10-20122012 Legal Marketing TechnologyConference conference 03 10-2012
2012 Legal Marketing TechnologyConference conference 03 10-2012Allen Matkins
 
Video for Law Firms
Video for Law FirmsVideo for Law Firms
Video for Law FirmsAllen Matkins
 
Institutional Research - Warner Brothers Studios
Institutional Research - Warner Brothers StudiosInstitutional Research - Warner Brothers Studios
Institutional Research - Warner Brothers Studioshaverstockmedia
 
Death grips star construction
Death grips star construction Death grips star construction
Death grips star construction haverstockmedia
 
I des China
I des ChinaI des China
I des Chinawww.retailconsortium.eu
 
Introduction to Environmental Law
Introduction to Environmental LawIntroduction to Environmental Law
Introduction to Environmental LawAllen Matkins
 

Contenu connexe

Tendances

BRA - who, what & where
BRA - who, what & whereBRA - who, what & where
BRA - who, what & wherewcatlin
 
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...Sanjay Uppal
 
Sourcing partnerships in the real world
Sourcing partnerships in the real worldSourcing partnerships in the real world
Sourcing partnerships in the real worldguest1dcc68ca
 
Flyer for emailing to business
Flyer for emailing to businessFlyer for emailing to business
Flyer for emailing to businessDelphine Abraham
 
The Business of Design Bootcamp - Session 2 of 2
The Business of Design Bootcamp - Session 2 of 2The Business of Design Bootcamp - Session 2 of 2
The Business of Design Bootcamp - Session 2 of 2Lima Z
 
What Law Firms Need to Do To Profit and Succeed
What Law Firms Need to Do To Profit and SucceedWhat Law Firms Need to Do To Profit and Succeed
What Law Firms Need to Do To Profit and SucceedJohn Bowie
 
NiTS Brochure
NiTS BrochureNiTS Brochure
NiTS BrochureKim Cygan
 
Franchisology information kit 2012
Franchisology information kit 2012Franchisology information kit 2012
Franchisology information kit 2012Franchisology Inc.
 
GeoInvesting Process - Short Biased Strategies
GeoInvesting Process - Short Biased StrategiesGeoInvesting Process - Short Biased Strategies
GeoInvesting Process - Short Biased StrategiesGeoInvesting LLC
 
Customer Insight Workshop D Rita Wilson
Customer Insight Workshop D Rita WilsonCustomer Insight Workshop D Rita Wilson
Customer Insight Workshop D Rita WilsonRichard Greening
 
Working for a Startup: 5 Things To Consider Before Joining
Working for a Startup: 5 Things To Consider Before JoiningWorking for a Startup: 5 Things To Consider Before Joining
Working for a Startup: 5 Things To Consider Before Joiningjincy joy
 
Never too small to export
Never too small to exportNever too small to export
Never too small to exportJohn Sutton
 

Tendances (15)

BRA - who, what & where
BRA - who, what & whereBRA - who, what & where
BRA - who, what & where
 
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
StraitsBridge Named in “25 Most Promising Business Intelligence Solution Prov...
 
Sourcing partnerships in the real world
Sourcing partnerships in the real worldSourcing partnerships in the real world
Sourcing partnerships in the real world
 
Flyer for emailing to business
Flyer for emailing to businessFlyer for emailing to business
Flyer for emailing to business
 
The Business of Design Bootcamp - Session 2 of 2
The Business of Design Bootcamp - Session 2 of 2The Business of Design Bootcamp - Session 2 of 2
The Business of Design Bootcamp - Session 2 of 2
 
How to Grow Your Business to 10X by Building a Mobile App?
How to Grow Your Business to 10X by Building a Mobile App?How to Grow Your Business to 10X by Building a Mobile App?
How to Grow Your Business to 10X by Building a Mobile App?
 
What Law Firms Need to Do To Profit and Succeed
What Law Firms Need to Do To Profit and SucceedWhat Law Firms Need to Do To Profit and Succeed
What Law Firms Need to Do To Profit and Succeed
 
Garibaldi 2018 invest_exit_review
Garibaldi 2018 invest_exit_reviewGaribaldi 2018 invest_exit_review
Garibaldi 2018 invest_exit_review
 
NiTS Brochure
NiTS BrochureNiTS Brochure
NiTS Brochure
 
Franchisology information kit 2012
Franchisology information kit 2012Franchisology information kit 2012
Franchisology information kit 2012
 
GeoInvesting Process - Short Biased Strategies
GeoInvesting Process - Short Biased StrategiesGeoInvesting Process - Short Biased Strategies
GeoInvesting Process - Short Biased Strategies
 
Customer Insight Workshop D Rita Wilson
Customer Insight Workshop D Rita WilsonCustomer Insight Workshop D Rita Wilson
Customer Insight Workshop D Rita Wilson
 
Working for a Startup: 5 Things To Consider Before Joining
Working for a Startup: 5 Things To Consider Before JoiningWorking for a Startup: 5 Things To Consider Before Joining
Working for a Startup: 5 Things To Consider Before Joining
 
Never too small to export
Never too small to exportNever too small to export
Never too small to export
 
Www rapidadvance com_news
Www rapidadvance com_newsWww rapidadvance com_news
Www rapidadvance com_news
 

En vedette

International Operations - Ethna Piazza
International Operations - Ethna PiazzaInternational Operations - Ethna Piazza
International Operations - Ethna PiazzaAllen Matkins
 
2012 Legal Marketing TechnologyConference conference 03 10-2012
2012 Legal Marketing TechnologyConference conference 03 10-20122012 Legal Marketing TechnologyConference conference 03 10-2012
2012 Legal Marketing TechnologyConference conference 03 10-2012Allen Matkins
 
Institutional Research - Warner Brothers Studios
Institutional Research - Warner Brothers StudiosInstitutional Research - Warner Brothers Studios
Institutional Research - Warner Brothers Studioshaverstockmedia
 
Death grips star construction
Death grips star construction Death grips star construction
Death grips star construction haverstockmedia
 
Introduction to Environmental Law
Introduction to Environmental LawIntroduction to Environmental Law
Introduction to Environmental LawAllen Matkins
 

En vedette (7)

International Operations - Ethna Piazza
International Operations - Ethna PiazzaInternational Operations - Ethna Piazza
International Operations - Ethna Piazza
 
2012 Legal Marketing TechnologyConference conference 03 10-2012
2012 Legal Marketing TechnologyConference conference 03 10-20122012 Legal Marketing TechnologyConference conference 03 10-2012
2012 Legal Marketing TechnologyConference conference 03 10-2012
 
Video for Law Firms
Video for Law FirmsVideo for Law Firms
Video for Law Firms
 
Institutional Research - Warner Brothers Studios
Institutional Research - Warner Brothers StudiosInstitutional Research - Warner Brothers Studios
Institutional Research - Warner Brothers Studios
 
Death grips star construction
Death grips star construction Death grips star construction
Death grips star construction
 
I des China
I des ChinaI des China
I des China
 
Introduction to Environmental Law
Introduction to Environmental LawIntroduction to Environmental Law
Introduction to Environmental Law
 

Similaire à Using competitive intelligence to build your legal business

Is Doing a Business Plan Worth the Time?
Is Doing a Business Plan Worth the Time?Is Doing a Business Plan Worth the Time?
Is Doing a Business Plan Worth the Time?ventureneer
 
Breaking Down Barriers: Creating a Client-Focused Law Firm Culture
Breaking Down Barriers: Creating a Client-Focused Law Firm CultureBreaking Down Barriers: Creating a Client-Focused Law Firm Culture
Breaking Down Barriers: Creating a Client-Focused Law Firm CultureAllen Matkins
 
Advertising, PR- Components of the client brief
Advertising, PR- Components of the client briefAdvertising, PR- Components of the client brief
Advertising, PR- Components of the client briefMamata Sampath
 
Accounting Firm Competitiveness Cch Singapore 22nd April 2010
Accounting Firm Competitiveness Cch Singapore 22nd April 2010Accounting Firm Competitiveness Cch Singapore 22nd April 2010
Accounting Firm Competitiveness Cch Singapore 22nd April 2010Robert_Sawhney
 
Nine Ways to Win Investors and Influence Prospects
Nine Ways to Win Investors and Influence ProspectsNine Ways to Win Investors and Influence Prospects
Nine Ways to Win Investors and Influence ProspectsAtlas Integrated
 
Implementing Collaboration And Social Computing Into The Enterprise Microsoft
Implementing Collaboration And Social Computing Into The Enterprise MicrosoftImplementing Collaboration And Social Computing Into The Enterprise Microsoft
Implementing Collaboration And Social Computing Into The Enterprise MicrosoftScott Carruth
 
Agency Client Relationships - SearchCon 2018
Agency Client Relationships - SearchCon 2018Agency Client Relationships - SearchCon 2018
Agency Client Relationships - SearchCon 2018Todd Barrs
 
DnB India Corporate Deck
DnB India Corporate DeckDnB India Corporate Deck
DnB India Corporate Deckkerkark
 
DNB Corporate Deck
DNB Corporate DeckDNB Corporate Deck
DNB Corporate DeckDNBCorporate
 
Cb insights overview 2013 (investment bank) - media page
Cb insights overview 2013 (investment bank) - media pageCb insights overview 2013 (investment bank) - media page
Cb insights overview 2013 (investment bank) - media pageJose Gonzalez
 
Technology: The Great Disruptor
Technology: The Great Disruptor Technology: The Great Disruptor
Technology: The Great Disruptor RightHat
 
Due diligence and background check in indonesia
Due diligence and background check in indonesiaDue diligence and background check in indonesia
Due diligence and background check in indonesiaPT Cekindo Bisnis Grup
 
Company introduction & demo to building business solutions
Company introduction & demo to building business solutionsCompany introduction & demo to building business solutions
Company introduction & demo to building business solutionsDemitrit
 
September 2010 Consultants Business Development Forum
September 2010 Consultants Business Development ForumSeptember 2010 Consultants Business Development Forum
September 2010 Consultants Business Development Forumlbgpdb
 

Similaire à Using competitive intelligence to build your legal business (20)

Is Doing a Business Plan Worth the Time?
Is Doing a Business Plan Worth the Time?Is Doing a Business Plan Worth the Time?
Is Doing a Business Plan Worth the Time?
 
Breaking Down Barriers: Creating a Client-Focused Law Firm Culture
Breaking Down Barriers: Creating a Client-Focused Law Firm CultureBreaking Down Barriers: Creating a Client-Focused Law Firm Culture
Breaking Down Barriers: Creating a Client-Focused Law Firm Culture
 
Advertising, PR- Components of the client brief
Advertising, PR- Components of the client briefAdvertising, PR- Components of the client brief
Advertising, PR- Components of the client brief
 
Entrepreneur ideas
Entrepreneur ideasEntrepreneur ideas
Entrepreneur ideas
 
How to Build a Modern Law Firm
How to Build a Modern Law FirmHow to Build a Modern Law Firm
How to Build a Modern Law Firm
 
Accounting Firm Competitiveness Cch Singapore 22nd April 2010
Accounting Firm Competitiveness Cch Singapore 22nd April 2010Accounting Firm Competitiveness Cch Singapore 22nd April 2010
Accounting Firm Competitiveness Cch Singapore 22nd April 2010
 
Nine Ways to Win Investors and Influence Prospects
Nine Ways to Win Investors and Influence ProspectsNine Ways to Win Investors and Influence Prospects
Nine Ways to Win Investors and Influence Prospects
 
Implementing Collaboration And Social Computing Into The Enterprise Microsoft
Implementing Collaboration And Social Computing Into The Enterprise MicrosoftImplementing Collaboration And Social Computing Into The Enterprise Microsoft
Implementing Collaboration And Social Computing Into The Enterprise Microsoft
 
Agency Client Relationships - SearchCon 2018
Agency Client Relationships - SearchCon 2018Agency Client Relationships - SearchCon 2018
Agency Client Relationships - SearchCon 2018
 
About Canvassco
About CanvasscoAbout Canvassco
About Canvassco
 
Sas business analytics
Sas business analyticsSas business analytics
Sas business analytics
 
Know your enemy
Know your enemyKnow your enemy
Know your enemy
 
DnB India Corporate Deck
DnB India Corporate DeckDnB India Corporate Deck
DnB India Corporate Deck
 
DNB Corporate Deck
DNB Corporate DeckDNB Corporate Deck
DNB Corporate Deck
 
Cb insights overview 2013 (investment bank) - media page
Cb insights overview 2013 (investment bank) - media pageCb insights overview 2013 (investment bank) - media page
Cb insights overview 2013 (investment bank) - media page
 
Technology: The Great Disruptor
Technology: The Great Disruptor Technology: The Great Disruptor
Technology: The Great Disruptor
 
Due diligence and background check in indonesia
Due diligence and background check in indonesiaDue diligence and background check in indonesia
Due diligence and background check in indonesia
 
Company introduction & demo to building business solutions
Company introduction & demo to building business solutionsCompany introduction & demo to building business solutions
Company introduction & demo to building business solutions
 
September 2010 Consultants Business Development Forum
September 2010 Consultants Business Development ForumSeptember 2010 Consultants Business Development Forum
September 2010 Consultants Business Development Forum
 
Funding outside the box keany
Funding outside the box keanyFunding outside the box keany
Funding outside the box keany
 

Plus de Allen Matkins

Real Estate Development Law Update
Real Estate Development Law UpdateReal Estate Development Law Update
Real Estate Development Law UpdateAllen Matkins
 
Basics: Rights to Groundwater
Basics: Rights to GroundwaterBasics: Rights to Groundwater
Basics: Rights to GroundwaterAllen Matkins
 
Recent Developments in Environmental Due Diligence
Recent Developments in Environmental Due DiligenceRecent Developments in Environmental Due Diligence
Recent Developments in Environmental Due DiligenceAllen Matkins
 
Recent Legal Developments for Commercial Landlords
Recent Legal Developments for Commercial LandlordsRecent Legal Developments for Commercial Landlords
Recent Legal Developments for Commercial LandlordsAllen Matkins
 
The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...
The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...
The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...Allen Matkins
 
Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...
Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...
Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...Allen Matkins
 
Five Critical Issues for Commerical Landlords
Five Critical Issues for Commerical LandlordsFive Critical Issues for Commerical Landlords
Five Critical Issues for Commerical LandlordsAllen Matkins
 
Sd #816779-v1-networking presentation-_4-2-14
Sd #816779-v1-networking presentation-_4-2-14Sd #816779-v1-networking presentation-_4-2-14
Sd #816779-v1-networking presentation-_4-2-14Allen Matkins
 
Audit Right v. No Audit Right: Common Area Expenses
Audit Right v. No Audit Right: Common Area Expenses Audit Right v. No Audit Right: Common Area Expenses
Audit Right v. No Audit Right: Common Area Expenses Allen Matkins
 
Recent Developments in Environmental Due Diligence
Recent Developments in Environmental Due DiligenceRecent Developments in Environmental Due Diligence
Recent Developments in Environmental Due DiligenceAllen Matkins
 
2014 Real Estate Development Law Update
2014 Real Estate Development Law Update2014 Real Estate Development Law Update
2014 Real Estate Development Law UpdateAllen Matkins
 
Allen Matkins Real Estate Development Law Update: Jeff Meyers
Allen Matkins Real Estate Development Law Update: Jeff MeyersAllen Matkins Real Estate Development Law Update: Jeff Meyers
Allen Matkins Real Estate Development Law Update: Jeff MeyersAllen Matkins
 
Legal Issues In Real Estate Development Introduction to Environmental Law
Legal Issues In Real Estate Development Introduction to Environmental LawLegal Issues In Real Estate Development Introduction to Environmental Law
Legal Issues In Real Estate Development Introduction to Environmental LawAllen Matkins
 
2011 Northern California Real Estate Women of Influence
2011 Northern California Real Estate Women of Influence2011 Northern California Real Estate Women of Influence
2011 Northern California Real Estate Women of InfluenceAllen Matkins
 
Land and Home(s) No Longer Four Letter Words?
Land and Home(s) No Longer Four Letter Words?Land and Home(s) No Longer Four Letter Words?
Land and Home(s) No Longer Four Letter Words?Allen Matkins
 
2013 Real Estate Law Update
2013 Real Estate Law Update2013 Real Estate Law Update
2013 Real Estate Law UpdateAllen Matkins
 
The FCRA, ECOA and the Consumer Financial Protection Bureau
The FCRA, ECOA and the Consumer Financial Protection BureauThe FCRA, ECOA and the Consumer Financial Protection Bureau
The FCRA, ECOA and the Consumer Financial Protection BureauAllen Matkins
 
The Entrepreneur's Guide to Negotiating a Venture Capital Financing
The Entrepreneur's Guide to Negotiating a Venture Capital FinancingThe Entrepreneur's Guide to Negotiating a Venture Capital Financing
The Entrepreneur's Guide to Negotiating a Venture Capital FinancingAllen Matkins
 
Hildebrandt Social and Digital Media for Lawyers - Metrics Panel
Hildebrandt Social and Digital Media for Lawyers - Metrics PanelHildebrandt Social and Digital Media for Lawyers - Metrics Panel
Hildebrandt Social and Digital Media for Lawyers - Metrics PanelAllen Matkins
 
Private Shopping Malls - The "Not-So-Private" Private Property
Private Shopping Malls - The "Not-So-Private" Private PropertyPrivate Shopping Malls - The "Not-So-Private" Private Property
Private Shopping Malls - The "Not-So-Private" Private PropertyAllen Matkins
 

Plus de Allen Matkins (20)

Real Estate Development Law Update
Real Estate Development Law UpdateReal Estate Development Law Update
Real Estate Development Law Update
 
Basics: Rights to Groundwater
Basics: Rights to GroundwaterBasics: Rights to Groundwater
Basics: Rights to Groundwater
 
Recent Developments in Environmental Due Diligence
Recent Developments in Environmental Due DiligenceRecent Developments in Environmental Due Diligence
Recent Developments in Environmental Due Diligence
 
Recent Legal Developments for Commercial Landlords
Recent Legal Developments for Commercial LandlordsRecent Legal Developments for Commercial Landlords
Recent Legal Developments for Commercial Landlords
 
The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...
The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...
The Ghost of Christmas Yet to Come: Five Holiday Season Tips for Retail Landl...
 
Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...
Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...
Bankruptcy in a Bull Market: What Commercial Landlords Should Do Now to Prepa...
 
Five Critical Issues for Commerical Landlords
Five Critical Issues for Commerical LandlordsFive Critical Issues for Commerical Landlords
Five Critical Issues for Commerical Landlords
 
Sd #816779-v1-networking presentation-_4-2-14
Sd #816779-v1-networking presentation-_4-2-14Sd #816779-v1-networking presentation-_4-2-14
Sd #816779-v1-networking presentation-_4-2-14
 
Audit Right v. No Audit Right: Common Area Expenses
Audit Right v. No Audit Right: Common Area Expenses Audit Right v. No Audit Right: Common Area Expenses
Audit Right v. No Audit Right: Common Area Expenses
 
Recent Developments in Environmental Due Diligence
Recent Developments in Environmental Due DiligenceRecent Developments in Environmental Due Diligence
Recent Developments in Environmental Due Diligence
 
2014 Real Estate Development Law Update
2014 Real Estate Development Law Update2014 Real Estate Development Law Update
2014 Real Estate Development Law Update
 
Allen Matkins Real Estate Development Law Update: Jeff Meyers
Allen Matkins Real Estate Development Law Update: Jeff MeyersAllen Matkins Real Estate Development Law Update: Jeff Meyers
Allen Matkins Real Estate Development Law Update: Jeff Meyers
 
Legal Issues In Real Estate Development Introduction to Environmental Law
Legal Issues In Real Estate Development Introduction to Environmental LawLegal Issues In Real Estate Development Introduction to Environmental Law
Legal Issues In Real Estate Development Introduction to Environmental Law
 
2011 Northern California Real Estate Women of Influence
2011 Northern California Real Estate Women of Influence2011 Northern California Real Estate Women of Influence
2011 Northern California Real Estate Women of Influence
 
Land and Home(s) No Longer Four Letter Words?
Land and Home(s) No Longer Four Letter Words?Land and Home(s) No Longer Four Letter Words?
Land and Home(s) No Longer Four Letter Words?
 
2013 Real Estate Law Update
2013 Real Estate Law Update2013 Real Estate Law Update
2013 Real Estate Law Update
 
The FCRA, ECOA and the Consumer Financial Protection Bureau
The FCRA, ECOA and the Consumer Financial Protection BureauThe FCRA, ECOA and the Consumer Financial Protection Bureau
The FCRA, ECOA and the Consumer Financial Protection Bureau
 
The Entrepreneur's Guide to Negotiating a Venture Capital Financing
The Entrepreneur's Guide to Negotiating a Venture Capital FinancingThe Entrepreneur's Guide to Negotiating a Venture Capital Financing
The Entrepreneur's Guide to Negotiating a Venture Capital Financing
 
Hildebrandt Social and Digital Media for Lawyers - Metrics Panel
Hildebrandt Social and Digital Media for Lawyers - Metrics PanelHildebrandt Social and Digital Media for Lawyers - Metrics Panel
Hildebrandt Social and Digital Media for Lawyers - Metrics Panel
 
Private Shopping Malls - The "Not-So-Private" Private Property
Private Shopping Malls - The "Not-So-Private" Private PropertyPrivate Shopping Malls - The "Not-So-Private" Private Property
Private Shopping Malls - The "Not-So-Private" Private Property
 

Dernier

Contemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptx
Contemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptxContemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptx
Contemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptxRoyAbrique
 
Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...
Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...
Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...Krashi Coaching
 
“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...
“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...
“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...Marc Dusseiller Dusjagr
 
Grant Readiness 101 TechSoup and Remy Consulting
Grant Readiness 101 TechSoup and Remy ConsultingGrant Readiness 101 TechSoup and Remy Consulting
Grant Readiness 101 TechSoup and Remy ConsultingTechSoup
 
Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991
Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991
Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991RKavithamani
 
Separation of Lanthanides/ Lanthanides and Actinides
Separation of Lanthanides/ Lanthanides and ActinidesSeparation of Lanthanides/ Lanthanides and Actinides
Separation of Lanthanides/ Lanthanides and ActinidesFatimaKhan178732
 
Measures of Central Tendency: Mean, Median and Mode
Measures of Central Tendency: Mean, Median and ModeMeasures of Central Tendency: Mean, Median and Mode
Measures of Central Tendency: Mean, Median and ModeThiyagu K
 
Sanyam Choudhary Chemistry practical.pdf
Sanyam Choudhary Chemistry practical.pdfSanyam Choudhary Chemistry practical.pdf
Sanyam Choudhary Chemistry practical.pdfsanyamsingh5019
 
Paris 2024 Olympic Geographies - an activity
Paris 2024 Olympic Geographies - an activityParis 2024 Olympic Geographies - an activity
Paris 2024 Olympic Geographies - an activityGeoBlogs
 
URLs and Routing in the Odoo 17 Website App
URLs and Routing in the Odoo 17 Website AppURLs and Routing in the Odoo 17 Website App
URLs and Routing in the Odoo 17 Website AppCeline George
 
Crayon Activity Handout For the Crayon A
Crayon Activity Handout For the Crayon ACrayon Activity Handout For the Crayon A
Crayon Activity Handout For the Crayon AUnboundStockton
 
Solving Puzzles Benefits Everyone (English).pptx
Solving Puzzles Benefits Everyone (English).pptxSolving Puzzles Benefits Everyone (English).pptx
Solving Puzzles Benefits Everyone (English).pptxOH TEIK BIN
 
POINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptx
POINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptxPOINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptx
POINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptxSayali Powar
 
Organic Name Reactions for the students and aspirants of Chemistry12th.pptx
Organic Name Reactions for the students and aspirants of Chemistry12th.pptxOrganic Name Reactions for the students and aspirants of Chemistry12th.pptx
Organic Name Reactions for the students and aspirants of Chemistry12th.pptxVS Mahajan Coaching Centre
 
Accessible design: Minimum effort, maximum impact
Accessible design: Minimum effort, maximum impactAccessible design: Minimum effort, maximum impact
Accessible design: Minimum effort, maximum impactdawncurless
 
BASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdf
BASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdfBASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdf
BASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdfSoniaTolstoy
 
PSYCHIATRIC History collection FORMAT.pptx
PSYCHIATRIC History collection FORMAT.pptxPSYCHIATRIC History collection FORMAT.pptx
PSYCHIATRIC History collection FORMAT.pptxPoojaSen20
 
MENTAL STATUS EXAMINATION format.docx
MENTAL STATUS EXAMINATION format.docxMENTAL STATUS EXAMINATION format.docx
MENTAL STATUS EXAMINATION format.docxPoojaSen20
 
Incoming and Outgoing Shipments in 1 STEP Using Odoo 17
Incoming and Outgoing Shipments in 1 STEP Using Odoo 17Incoming and Outgoing Shipments in 1 STEP Using Odoo 17
Incoming and Outgoing Shipments in 1 STEP Using Odoo 17Celine George
 

Dernier (20)

Contemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptx
Contemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptxContemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptx
Contemporary philippine arts from the regions_PPT_Module_12 [Autosaved] (1).pptx
 
Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...
Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...
Kisan Call Centre - To harness potential of ICT in Agriculture by answer farm...
 
“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...
“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...
“Oh GOSH! Reflecting on Hackteria's Collaborative Practices in a Global Do-It...
 
Grant Readiness 101 TechSoup and Remy Consulting
Grant Readiness 101 TechSoup and Remy ConsultingGrant Readiness 101 TechSoup and Remy Consulting
Grant Readiness 101 TechSoup and Remy Consulting
 
Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991
Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991
Industrial Policy - 1948, 1956, 1973, 1977, 1980, 1991
 
Separation of Lanthanides/ Lanthanides and Actinides
Separation of Lanthanides/ Lanthanides and ActinidesSeparation of Lanthanides/ Lanthanides and Actinides
Separation of Lanthanides/ Lanthanides and Actinides
 
Measures of Central Tendency: Mean, Median and Mode
Measures of Central Tendency: Mean, Median and ModeMeasures of Central Tendency: Mean, Median and Mode
Measures of Central Tendency: Mean, Median and Mode
 
Sanyam Choudhary Chemistry practical.pdf
Sanyam Choudhary Chemistry practical.pdfSanyam Choudhary Chemistry practical.pdf
Sanyam Choudhary Chemistry practical.pdf
 
Paris 2024 Olympic Geographies - an activity
Paris 2024 Olympic Geographies - an activityParis 2024 Olympic Geographies - an activity
Paris 2024 Olympic Geographies - an activity
 
URLs and Routing in the Odoo 17 Website App
URLs and Routing in the Odoo 17 Website AppURLs and Routing in the Odoo 17 Website App
URLs and Routing in the Odoo 17 Website App
 
Crayon Activity Handout For the Crayon A
Crayon Activity Handout For the Crayon ACrayon Activity Handout For the Crayon A
Crayon Activity Handout For the Crayon A
 
Solving Puzzles Benefits Everyone (English).pptx
Solving Puzzles Benefits Everyone (English).pptxSolving Puzzles Benefits Everyone (English).pptx
Solving Puzzles Benefits Everyone (English).pptx
 
POINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptx
POINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptxPOINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptx
POINT- BIOCHEMISTRY SEM 2 ENZYMES UNIT 5.pptx
 
Organic Name Reactions for the students and aspirants of Chemistry12th.pptx
Organic Name Reactions for the students and aspirants of Chemistry12th.pptxOrganic Name Reactions for the students and aspirants of Chemistry12th.pptx
Organic Name Reactions for the students and aspirants of Chemistry12th.pptx
 
Model Call Girl in Bikash Puri Delhi reach out to us at 🔝9953056974🔝
Model Call Girl in Bikash Puri Delhi reach out to us at 🔝9953056974🔝Model Call Girl in Bikash Puri Delhi reach out to us at 🔝9953056974🔝
Model Call Girl in Bikash Puri Delhi reach out to us at 🔝9953056974🔝
 
Accessible design: Minimum effort, maximum impact
Accessible design: Minimum effort, maximum impactAccessible design: Minimum effort, maximum impact
Accessible design: Minimum effort, maximum impact
 
BASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdf
BASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdfBASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdf
BASLIQ CURRENT LOOKBOOK LOOKBOOK(1) (1).pdf
 
PSYCHIATRIC History collection FORMAT.pptx
PSYCHIATRIC History collection FORMAT.pptxPSYCHIATRIC History collection FORMAT.pptx
PSYCHIATRIC History collection FORMAT.pptx
 
MENTAL STATUS EXAMINATION format.docx
MENTAL STATUS EXAMINATION format.docxMENTAL STATUS EXAMINATION format.docx
MENTAL STATUS EXAMINATION format.docx
 
Incoming and Outgoing Shipments in 1 STEP Using Odoo 17
Incoming and Outgoing Shipments in 1 STEP Using Odoo 17Incoming and Outgoing Shipments in 1 STEP Using Odoo 17
Incoming and Outgoing Shipments in 1 STEP Using Odoo 17
 

Using competitive intelligence to build your legal business

  • 1. Using (competitive) intelligence to build your legal business Adam L. Stock Director of Marketing & Business Development Allen Matkins Leck Gamble Mallory & Natsis LLP
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10. Bring intelligence into the dialogue – or cracking walnuts The Walnut I’ve known the client for 20 years and we’re getting the majority of their work…
  • 11. Firm 360 Litigation report “ But this report shows that we’re getting less and less of their work and our biggest competitor is doing most of their work!” I think we’d better visit the client…
  • 12. Build a support model that fits with limited attorney business development time Typical day 9AM 6PM Attorney Bus. Dev. Staff Work on a specific pursuit Billable attorney time Other marketing time
  • 13. Build a pursuit development process that includes Business Development and Competitive Intelligence roles Day 1 Day 7 Identify Target (Atty + BD) Review Research (Atty + BD) Review 1 st Draft of Pitch (Atty + BD) Finalize Pitch Materials (Atty + BD) Do research (BD + CI) Develop pitch materials (BD) Refine pitch (BD) Typical pursuit development process
  • 14.
  • 15. Make intelligence available on your intranet 24/7
  • 16. Link intelligence with client information so everyone comes to expect it
  • 17.
  • 18.