$1 Million in New Revenue for Chuhak & Tecson Resulting from Business Development Training


Chuhak & Tecson, a full-service Chicago law firm, launched an intensive program of business development training for 20 income partners. Within nine months, the 20 attorneys brought in $1 million in new revenue, with one partner doubling his fees billed.

The new law firm marketing program was spearheaded by the firm’s Marketing Director, Lily Joy. To implement “Business Development for Partners,” Chuhak & Tecson retained Larry Bodine, a business development advisor with of Apollo Business Development. He thoroughly analyzed the firm’s finances, clientèle, marketing initiatives and input from equity partners.

After only nine months, the participants of Apollo’s “Business Development for Partners” brought in $1,000,000 in new revenue. Having spent only $24,000, the firm showed a return on investment of 4000%.

Working closely with Apollo, Chuhak & Tecson:

1. Increased revenue with a premeditated business development strategy. Rather than "dress up the lawyers as hunters and send them into the woods to shoot at anything that moves," Apollo identified specific targets, the names of decision-makers to contact, directions on how to reach the decision-maker, and what words to use at a meeting with their target.

2. Created a marketing culture.

3. Engaged lawyers in business development, by overcoming their objections (such as: no time, too much work, not interested) and building plans around their strengths and activities they already enjoyed.

4. Educated lawyers how to sell without being a "salesman."

5. Prioritized the attorneys' targets: #1 current clients (the low-hanging fruit); #2 referral sources (the lawyers' allies); and #3 carefully-chosen targets that fit the firm's strategy.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Larry Bodine, The National Trial Lawyers Association | Attorney Advertising

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