FOR IP ATTORNEYS WHO WANT TO LEVEL UP THEIR BUSINESS DEVELOPMENT
Set yourself up for strategic growth in 2024
60 Days to Better BD is an online and live cohort course where IP attorneys take control of their business development and set milestones that are ambitious yet achievable.
You'll learn how to grow your business with intention and consistently bring in new revenue-generating clients, without cutting into your billable hours.
Booking Deadline Friday 26th January (all courses launch on February 5, 2024.)
Not sure which course is right for you?
Set up a free consultation call to find out more. Book it here →
What if all that time you spent doing BD actually paid off?
You didn't go to law school to learn sales.
BUT, what if you had proven strategies you could use again and again to bring new clients to your law firm, increase revenue from current clients and develop a pipeline of steady referrals? What if you became highly sought after, because you have a skill that only a few attorneys have mastered? What if you could turn on this skill whenever you wanted - so you'd never have to go through feast-or-famine frustrations again? Business development skills will make you the most profitable person in the room, and will take your career to new heights.
What's the difference between an IP attorney who thrives and one who is struggling to keep up?
The kind you can use anytime you need to bring in new clients. It doesn't matter how good you are at your job.
If you don't have the right approach to business development, things will keep falling through the cracks.
Without these tactics, you'll find...
Marketing Takes Forever
Craft a bespoke presentation to woo a potential client? Who has time for that when there's billable work to do?
You Don't Know What to Say
You never know how to get things started without feeling awkward and salesy.
It Feels Like a Chore
It's difficult to stay motivated when you're following up with leads and getting no response.
Before you can really start to grow your business, you need two things:
- Established, well-thought-out processes you can deploy again and again to reliably bring in new clients, without all the guesswork.
- The support of an ambitious cohort of your peers to cheer you on, give you feedback and help you actually implement what you’re learning.
When you mix these two ingredients, your results will start to build in momentum, month after month after month.
INTRODUCING:
60 Days to Better BD
I'm Phil Cox, and I've been teaching communication and sales skills to IP attorneys for more than a decade.
I built 60 Days to Better BD to share my decades of knowledge and help you create a bespoke strategy that seamlessly integrates BD into your busy schedule.
The next time you work on your business development, you'll know you're set up to get maximum return on the time you spend.
With this program you’ll get the structure you need to pursue strategic growth AND the community you need to keep you on track.
There's a lot of comfort knowing that:
- You'll always have a pipeline of new, revenue-generating clients.
- You'll know exactly what to say to build highly valuable business relationships.
- You'll get all the glory for supporting the financial success of your firm.
- You'll do all this in less time, so you can focus on the legal work that keeps clients happy.
- You’ll have a cohort on your side to give you support and accountability.
"It's an eye-opening experience that equips you with the tools and mindset to succeed.
I highly recommend this program, especially for new Partners and associate-level attorneys. It's an eye-opening experience that equips you with the tools and mindset to succeed, guided by Phil's outstanding teaching, who can help individuals embrace their true selves; he creates a safe space for participants to confront their fears and break through their barriers.
One of the most empowering aspects of this program is its emphasis on taking action to implement the business development strategies discussed. It gave me the motivation and clarity needed to start taking those crucial steps towards achieving my goals."
Master BD confidently with the G.R.O.W.T.H. model:
In this course, you'll learn the skills that make building a reliable pipeline of business, bringing in clients and increasing revenue second nature.
You’ll also be part of a cohort, where you’ll find advice, support and motivation to put those skills into action.
By the end of the program, you'll have found your inner business development voice, and the previously tedious task of BD will become an inspiring and energizing part of running your practice.
It all comes back to my proprietary G.R.O.W.T.H model:
- Groundwork – Lay a framework of systems, knowledge and mindset you can rely on no matter what.
- Refine your focus – Try to market to everyone and you market to no one. Identify your unique offering and understand who needs it most.
- Outreach – Learn ways to reach out to contacts without feeling “salesy”, and practice them on people already in your network.
- Widen your network – Learn the best ways to feed your network with a steady stream of new contacts.
- Take Action – Take a dive deep into which activities work best and why, and then build your 6 to 12-month marketing plan.
- Habits for success – Create consistency and a bias towards action by simplifying systems, and using best practices to do a little BD, a lot of the time.
Partner at Markert & Cominolli
"This course was a game-changer for me!
My biggest hang up about reaching out to potential clients was the fear that doing so would come off as 'salesy,' but the course, along with insightful guidance from the instructor and peers, helped me overcome this fear. I learned to approach clients in a non-salesy manner, and it actually worked!"
60 Days to Better BD
Course Curriculum
Phil uses a proprietary G.R.O.W.T.H. model:
Week 1:
Groundwork
•BD key concepts for selling in the IP market
•Breaking down the BD pipeline and sales cycle
•The basic systems needed to enable ongoing action
•Mindset and what stops you from taking action
➜ Homework Assignment
Review your current client base and network
Week 2:
Refine your focus
•The importance of prioritization and focus
•How to choose a target market
•Best places for IP attorneys to find new work
➜ Homework Assignment
Identify a specific target market for upcoming BD work
Week 3:
Outreach
•How to decide who to develop business with
•Outcomes that you want to happen
•Non-intrusive strategies for "making an ask"
➜ Homework Assignment
Identify and reach out to between 4 and 8 individuals in your network
Week 4:
Reflection and Integration Week
Students are encouraged to take this week to meet up directly and get to know each other better, as well as responding and taking action on Outreach activities
Week 5:
Widen your network
•How networking fits into your BD pipeline
•Online vs. in-person networking options for finding new contacts
•Strategies for in the moment networking and what constitutes “successful networking”
•The power of asking good questions
➜ Homework Assignment
List three “venues” you can find your target market on an ongoing basis
Week 6:
Taking Action - The best BD activities for IP Attorneys
•Why there is negative inertia for BD and how you can combat it
•BD activities designed to nurture clients
•What strong follow-up looks like, and why we do it
•Deconstructing a successful business development meeting
•How to stay top of mind with effective communications
➜ Homework Assignment
Choose one or more channels to reach your target market, and decide messaging and the mediums for future activity.
Week 7:
Taking Action - How to build a marketing plan
•Setting SMART objectives
•Defining your target market
•Setting activities – Communications, lead-generation, and in-person
•Budget and resources
➜ Homework Assignment
Build a first draft of your 6 to 12 month marketing plan
Week 8:
Habits for success
•Reviewing the marketing plans
•How to build accountability and a bias towards action
•Staying organized with simple systems
➜ Homework Assignment
Transform your marketing plan into a BD action timeline
Partner at TIMES Attorneys,
"This course is worth every penny. The practical value it offers far surpasses the investment. I would have paid twice the cost for the knowledge and motivation it provided. I now feel more in control of my career. The course encouraged me to take the first steps in my business development journey. I'm excited to see where this newfound energy and motivation will lead me."
Essential business development techniques for IP attorneys
Take control of your firm's potential
Stop wasting time with leads that don't pan out. Make sure you're identifying the relationships that drive revenue, and bringing in the clients you want.
60 Days to Better BD
$2995 USD
Access to all 8 weeks of course material. It's all yours to keep - forever. Study at your own pace.
Plus, you'll get the following templates, tools and cheatsheets:
- Marketing contacts management sheet (CRM spreadsheet)
- Client/network analysis and target market selection worksheet
- Proven places and people IP attorneys find work (guide)
- Marketing software recommendations with sign-up links
- Meeting request email examples (bonus material)
- Asking great questions cheatsheet
- “Ultimate networking guide for IP attorneys” (bonus material)
- LinkedIn how to’s and best practices guide (bonus material)
- Comms and media timeline planner
- Marketing plan BD action plan timeline template
Booking Deadline Friday 26th January
All courses launch on February 5, 2024.
60 Days to Better BD
+ LIVE Cohort
$3795USD
You'll get access to everything in the course and all bonus materials - PLUS you'll join a live cohort of your peers.
The cohort model groups you into small, accountable teams for weekly interaction, peer learning and networking.
It fosters support, feedback and a shared journey to enhance your business development skills.
You should expect cohorts to be between 8 and 12 people.
Best IP Rechtsanwälte
"This course isn’t just about consumption; it's about active involvement.
It's a truly proactive approach to learning. The cohort gave a safe space for practice and to try out the newfound skills which was valuable. "
FREQUENTLY ASKED QUESTIONS
Why a cohort? Why not just learn on my own?
You could learn on your own. You'll have access to all course materials and you can work through them at your own pace.
But it's hard to see your own weak spots and get feedback on your ideas without the help of others. Plus, the weekly accountability sessions will help you consistently go through the materials, and implement what you're learning.
Sure you could do it on your own, but why would you want to when you could have the support, the structure and the valuable shared wisdom of a cohort of your peers?
(Plus, in previous cohorts members have ended up referring so many clients to each other that they made their money back just from that!)
What types of learning materials are provided?
A large part of the course is to provide you with easy-to-use guides, worksheets, templates, product links, and examples. We provide the following and a few other bonus items along the way:
- Marketing contacts management sheet (CRM spreadsheet)
- Client/network analysis and target market selection worksheet
- Proven places and people IP attorneys find work (guide) Marketing software recommendations with sign-up links
- Meeting request email examples
- Asking great questions cheatsheet
- “Ultimate networking guide for IP attorneys”
- LinkedIn how to’s and best practices guide
- Comms and media timeline planner
- Marketing plan and BD action plan timeline template
Why is it essential to have an IP expert teaching BD?
Having an instructor who comprehends the challenges specific to the IP world means you get guidance grounded by real-life experience of what really works and what doesn’t.
Most often, we personally know the conferences you attend, the associations you are members of, the communication channels you might want to use (and the editors there!), and some of the very people you are selling to. There is peace of mind in knowing there is rarely a BD-related idea or situation we haven’t encountered before.
How much time will it take each week and afterward? Will I end up missing billable time to do business development?
The course aims to optimize your BD processes to fit into your busy schedule and enhance efficiency. The course will require about 3 hours per week and only the 1-hour live coaching call is scheduled, the rest is at your convenience. Good practice is for attorneys to spend between one and three hours each week on business development anyway, depending on their role and your need to generate revenue. This course prepares you to install that habit of consistent attention to effective BD activities.
What can I realistically expect to get out of this course?
By joining this course, you should learn BD specifics for IP attorneys and shortcut your understanding of what works, how, and what not to waste your time on. Moreover, you will develop skills that will set you apart from the vast majority of other attorneys that will stay with you for the rest of your career. You will learn the transferable skill of generating revenue.
Is the course self-paced or scheduled at specific times?
The teaching portion of the course is recorded and will go live on the Monday of each week of the course, at which time homework for the week is also set. The live cohort meets on Thursdays (time to be determined by the makeup of your cohort), usually late morning ET. These group sessions are designed to put the week’s teaching into a real-life perspective and discuss potential best strategies to implement the homework.
Will there be more than one cohort member from the same jurisdiction?
Except for the US, we try to ensure that each cohort participant is the sole representative from their jurisdiction.
Is this course suitable for introverts?
Yes! Taking feedback from previous cohort members, the recorded learning, followed by live sessions is specifically designed to allow introverts to digest the materials before entering a group discussion. We want to ensure those less comfortable in a live group setting get a learning experience from which they will excel.
Reserve Your Spot For 60 Days to Better BD
If there was a way to consistently grow your referrals and leads, without cutting into your billable hours or being 'salesy'... would you finally feel confident committing to it?
If you're a Partner or Associate with more than 5 years experience looking to develop highly sought-after (yet hard-to-find) business development skills - this course is for you.
Booking Deadline Friday 26th January (all courses launch on February 5, 2024.)
Not sure which course is right for you? Set up a free consultation call to find out more. Book it here →
