The 15 People Concept
Presented By: Jonathan Fitzgarrald - Managing Partner, Equinox Strategy
There are hundreds - maybe even thousands - of options available for marketing your practice and developing new business. For most professionals, the challenge becomes distilling the available options into a few, key initiatives that are aligned behind the growth you want to achieve. The 15 People Concept introduces a way of combining your goals, preferences and opportunities into an annual plan that will result in growth.
The 15 People Concept
A group made up of:
- 5 Clients (Individual or organization with a demonstrated willingness to hire you at your current rates, reputation and offerings)
- 5 Prospects (Individual or organization that needs your services, but have not yet chosen you)
- 5 Investors (Individual who will partner with you and expects a positive return on investment; could be other attorneys, former colleagues, service providers in town, etc.)
The idea is to have your attorneys think of these 15 people and use them throughout the course of the upcoming year. Have them identify five clients and the steps they will take for retaining those clients and perhaps growing their existing business. Have them identify five prospects and the steps they will take to turn those prospects into clients. Have them identify five investors and how they will use those relationships to grow their books of business.
Most rainmakers will say that the majority of their clients throughout their careers came from no more than 12 sources.
Ultimately, think about what we, as legal marketers, can do differently to add value to our roles/firms, and how we can use the 15 People Concept to help our attorneys build their client bases.
Race to the Courthouse
The YMCA hosted its annual "Race to the Courthouse" 5K, a fundraiser for the downtown Birmingham location, this past weekend (9/9). Race to the Courthouse begins and ends at the site of the original Jefferson County Courthouse (now the YMCA), and it honors two Birmingham attorneys who died of cancer - Jere White and Ronnie Noojin.
Rachel Olis with Hare Wynn Newell & Newell and Emily Bates Woloschuk with Lightfoot Franklin & White, both LMASE Birmingham LSC members, were on the race planning committee.
Pictured are (L to R) the LMASE Birmingham LSC participants:
Rachel Olis, Abby Grace Brown, Emily Woloschuk and Sarah Hodo (and son).