Metrics Workshop: Using Metrics to Improve Your Firm's Business Development and Marketing Results
Whether you are an attorney, a traditional marketer or a business developer, you are expected to develop and maintain a fertile business development environment for your firm. In order to achieve your firms stretch goals, it is critical to build a rigorous array of metrics designed to achieve your growth objectives, motivate your attorneys to participate in business development efforts and effectively measure how business is coming into your firm.
Participants will learn about the various ways that law firm marketing and business development departments currently measure success as we explore the characteristics of effective metrics and discuss the pros and cons of different measurement approaches. We will also review the psychological underpinnings of achieving metric-driven goals within the context of your firms business plans and growth needs and teach you how to analyze attorney motivations and behaviors and link their behavior patterns to metrics that will fulfill personal and firm objectives.
Through a case study of a firm that implemented an effective metrics program and a group exercise designed to allow participants to create their own effective metrics programs and generate buy-in from their firms management, this interactive and intimate workshop will provide you with actionable and immediate ideas and tools that you can realize in your firm right away.
Topics to be Covered Include:
- Useful metrics for measuring your business development and marketing efforts
- Revenue targets
- Cross-selling
- Advertising and social media numbers
- What motivates attorneys and how can you use numbers to influence and change their behavior
- Setting goals, overcoming roadblocks and generating behavior patterns
- Business Plans
- Incorporating metric-driven goals into useable business plans
- Generating management buy-in
- Interactive case studies and group exercises designed around real world examples
Who Should Attend:
- Chief Marketing Officers
- Chief Business Development Officers
- Marketing Partners
- Marketing and Business Development Directors, Managers and Professionals
- Partners & Attorneys Involved in Business Development Efforts to Build their Practices