Leave every client/prospect meeting with clear next steps.

Similar to any other meeting, you want to walk away from a client meeting – be it the first or meeting number 10 – with a game plan. There should be clearly stated next steps and action items, each of which should align with your ultimate business development goals with that contact.

Have they asked questions to which you owe them answers? Is there contact information you need to provide them with? Will they be sending you a request for proposal next week? Are you planning a lunch the following month? Speak these next steps out loud and document them well in your meeting notes, so you can refer back to them at any point in the future.

Peter Johnson

Peter Johnson

Peter Johnson is founder and principal of Law Practice Consultants, LLC of Newton, MA. Law Practice Consultants offers consulting, coaching and training services that help law firms respond to the challenges of today’s highly competitive legal marketplace. For more information visit www.lawpracticeconsultants.com.
Peter Johnson

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