Constangy - Business Development Assessment Survey

Law Firm Business Development & Marketing

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* 1. Which of the following do you feel most closely represents your role in the firm?

Finders — those who generate and bring in new business. These are the rainmakers, unsurpassed at promotional skills and bringing in revenue.

Binders — are connectors. These attorneys are sophisticated networkers, able to connect with, build and maintain deep relationships with buyers of legal services and referral sources. They receive and provide others with important introductions.

Grinders — lawyers who are technically skilled at legal work but not as comfortable with business development.

Minders — the members of the firm who are on the front lines, responsible for both maintaining client relationships and coordinating the efforts of their colleagues to ensure that client needs are met.

Other (please specify)

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* 2. What methods have you used to obtain business referrals (If you have received referrals)?

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* 3. Do you have a system in place to track these referrals? If so, please explain the system you use.

Unsure

Yes (please explain):

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* 4. Who is your primary competition within your respective practice?

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* 5. What other law firms are working with your clients?

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* 6. Are those firms providing services, prices or other products that differ from what you can provide?

Unsure

Yes (please explain):

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* 7. On a scale of 1 to 5, with 5 being very comfortable, please answer the following:

	Very uncomfortable	Somewhat uncomfortable	Comfortable	Somewhat comfortable	Very comfortable
Given your past experience, how comfortable are you reaching out to an existing client to develop a closer relationship?	Given your past experience, how comfortable are you reaching out to an existing client to develop a closer relationship? Very uncomfortable	Given your past experience, how comfortable are you reaching out to an existing client to develop a closer relationship? Somewhat uncomfortable	Given your past experience, how comfortable are you reaching out to an existing client to develop a closer relationship? Comfortable	Given your past experience, how comfortable are you reaching out to an existing client to develop a closer relationship? Somewhat comfortable	Given your past experience, how comfortable are you reaching out to an existing client to develop a closer relationship? Very comfortable
How comfortable are you reaching out to a prospective client to develop business (someone with whom you have no prior relationship)?	How comfortable are you reaching out to a prospective client to develop business (someone with whom you have no prior relationship)? Very uncomfortable	How comfortable are you reaching out to a prospective client to develop business (someone with whom you have no prior relationship)? Somewhat uncomfortable	How comfortable are you reaching out to a prospective client to develop business (someone with whom you have no prior relationship)? Comfortable	How comfortable are you reaching out to a prospective client to develop business (someone with whom you have no prior relationship)? Somewhat comfortable	How comfortable are you reaching out to a prospective client to develop business (someone with whom you have no prior relationship)? Very comfortable
How comfortable are you cross-selling the services of your colleagues?	How comfortable are you cross-selling the services of your colleagues? Very uncomfortable	How comfortable are you cross-selling the services of your colleagues? Somewhat uncomfortable	How comfortable are you cross-selling the services of your colleagues? Comfortable	How comfortable are you cross-selling the services of your colleagues? Somewhat comfortable	How comfortable are you cross-selling the services of your colleagues? Very comfortable

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* 8. Is there anything that you believe you personally need from the firm to successfully develop relationships with current and prospective clients? (Yes, Please explain; No; Unsure)

Unsure

Yes (please explain):

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* 9. How do you, personally, work to get “known”?

Involvement in local Bar

Community service – active in non-profit/civic/other organizations

Industry association involvement

Other (please specify)

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* 10. If you are actively involved in organizations (active=attend meetings and/or serve on a board/committee), do you regularly talk about your practice and/or the firm?

Sometimes

Yes - what is it you say about the firm?