Page 7 - Palm Beach Vol 6 No 2

to attract?
• From what group of professionals or others do you receive
a steady stream of referrals?
• What type of lawyers refer business to you (by practice
area)?
• What news reporters and blogs cover your area(s) of law?
Step 5: What Should They Know About You? — Clients need speci cs. ey need to know that you have done what they need. is step involves creating key messages that re ect the results of Step 3. Take time to create representative experience for the work you would most like to replicate. Set a goal to have three or four pieces of representative experience on your biography for each of your key practice areas:
• Type of client. • Client’s issue. • Your approach. • Result.
Step 6: Setting Your Intentions for 2017 — Cre- ating objectives — speci c and measurable goals you would like to achieve — can ummox even the brightest lawyer. Take the following format and use it for each objective you set under the broad categories of retaining and growing existing relation- ships, developing new business, increasing your name recogni- tion, and communicating with your target audiences:
• Speci cally, what do you want to achieve? • By when do you want to accomplish this? • How will you measure the results?
• How much of your time will it take?
• How much money will it cost?
Step 7: Create Your “Real” Business Develop-
ment Goal — Lawyers need to join other business own-
ers and forecast future revenue. It’s a simple process that will
provide a solid number to shoot for. Create a spreadsheet that
what you will earn from each of your current clients next
year (for example, $300,000).
• New Business Goal — Calculate your “real” 2017 revenue
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We will continue to focus our practice in the areas of marital and family law, exclusively. Taryn Sinatra is Board Certi ed in Marital & Family Law, and specializes in high asset and high con ict divorces, as well as pre-marital agreements, paternity, alimony, child support, and post-judgment matters.
includes a statement of your total revenue goal, for example, $500,000. en create columns for:
• Client Name — Create a list of all your current clients.
• 2016 Revenue — Record the revenue you will generate
with each client in 2016 (for example, $425,000).
• 2017 Projected Revenue — Take an educated guess on
(extremely, very, somewhat, not)?
• What action will you take to meet this objective?
• What else can you do to take action on your objective? • Who can support you in meeting your objective?
Lawyers who have a written plan are 50 percent more likely to achieve their goals. Your plan is your roadmap for the year. So, plot your course and commit to making it happen. As my favorite philosopher said, “Do or do not, there is no try,” Yoda, Grand Master of the Jedi Order.
Terrie S. Wheeler, MBC, is the founder and president of Professional Services Marketing LLC. She works with her legal industry clients to help them create low cost, high impact marketing plans. You can reach Terrie at (320) 358-1000 or [email protected].
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goal (total goal minus projected revenue = $200,000 in new business you will need to generate next year).
Step 8: Commit to Taking Action — is is where the proverbial rubber meets the road. Follow this format for every objective you set in Step 6:
• How committed are you to achieving this objective
The Law Of ce of Taryn G. Sinatra, P.A. is pleased to announce its new permanent location in downtown Delray Beach, located at 101 SE
6th Avenue, Suite G, Delray Beach, Florida 33483, and the launch of its new website at www.sinatralegal.com.
Telephone: (561) 430-4121 • www.sinatralegal.com
101 SE 6th Avenue, Suite G, Delray Beach, Florida 33483
Vol. 6 No. 2 Attorney at Law Magazine® South Florida | 7
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