♫ Don’t let nobody take care o’ your business better than you do,
Do what he wants, give what he wants expect ’em come to you ♫

Words and music by James Brown.

The ABA has recently published a little gem of a book entitled: The Lawyer’s Field Guide to Effective Business Development. Written by William J. Flannery, Jr. and only 150 pages in length, it is a very practical guide to implementing business development into your day, your practice and your life. Bill has a background as a lawyer and marketing consultant and has worked extensively with such companies as IBM and the Association of Legal Administrators and the American Bar Association. This book is all about growing your skills in building and managing a profitable book of legal business (it is billed as a ‘success guide’). Bill uses a five step process (Plan, Interview, Design, Solutions and Decision) to retain and recruit new business. I was immediately impressed when I started reading it and now carry it in my backpack along with a yellow highlighter, in order to read another snippet when I have a moment. Furthermore, I came across this endorsement and I couldn’t resist reprinting it here:

“Soul music had James Brown, the ‘Godfather of Soul.’ Law firms have Bill Flannery, a true pioneer in business development for our industry. The Field Guide provides a comprehensive road map for business development strategy. Like the best soul sound, the Field Guide’s straightforward prose will resonate with your lawyers.”
Kathleen H. Hilton, Director of Client Services, Pillsbury Winthrop Shaw Pittman LLP

The Field Guide is $59.95 (USD) and available from: http://tinyurl.com/2ubkg7.

After all, no one takes care of your business better than you do – by doing what your clients want and giving them what they want, you can expect them to come back to you.

(originally appeared in The Verdict, the publication of The Trial Lawyers Association of British Columbia)