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JACK NICKLAUS ON LEGAL SALES
September 23, 2009
JACK NICKLAUS ON LEGAL SALES – One of the greatest professional golfers, Jack Nicklaus, was once asked how he would describe his style of play. “Grip it and rip it” was the answer. His focus was so strong, and his swing so well trained, that he did not need to spend time moving his feet, practicing his swing, staring down the fairway, etc. He had his target and went for it.The message here for law business development is to “concentrate and close.” Law firm business development should focus on just 4 objectives: * Build a higher attack/pursuit rate * Identify and close more opportunities * Create more business builders * Build a pipeline.Forget the fluff – just get to it!
JACK NICKLAUS ON LEGAL SALES – One of the greatest professional golfers, Jack Nicklaus, was once asked how he would describe his style of play. “Grip it and rip it” was the answer. His focus was so strong, and his swing so well trained, that he did not need to spend time moving his feet, practicing his swing, staring down the fairway, etc. He had his target and went for it.The message here for law business development is to “concentrate and close.” Law firm business development should focus on just 4 objectives: * Build a higher attack/pursuit rate * Identify and close more opportunities * Create more business builders * Build a pipeline.Forget the fluff – just get to it!
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