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Facilitator Guide

Business Development at Law Firms

What’s covered

  • How firms generate business
  • RFPs, panels, and pitches
  • Origination credit
  • Associates and business development

Before the session

Prepare the Attendees

Send the attendees an invitation for the session. Include this link, which has the videos and exercise they’ll need to prepare.

https://www.hotshotlegal.com/discussions/business-development-at-law-firms/attendee

Prepare Yourself

Watch the videos and read the exercise so you’re familiar with the Hotshot material.

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    Course

    Business Development at Law Firms

    Covers how law firms generate and win new business, including through referrals, thought leadership, RFPs, and pitches. Also explains panel arrangements, how origination credit works, and ways associates can contribute to business development.

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    Exercise

    PDF

During the session

Part 1: Knowledge Check

Ask attendees these questions to ensure they understand the topic:

  • What are some reasons a law firm might decline a new business opportunity, even when the potential client wants to hire them?
  • What is a panel arrangement, and what does it mean for a firm that has panel status with a client?
  • What’s origination credit?
  • What are some ways associates can contribute to business development early in their careers?

 Part 2: Group Exercise

 Lead a group discussion based on the exercise. To encourage collaboration, divide the attendees into groups to discuss the exercise, then have a representative from each group summarize their views to the larger group. Call on people to share their thoughts and ask others to respond.

 Tip for remote sessions: use your web conferencing system’s breakout room feature to divide people into groups.

Part 3: Firm Specifics

 Share your own experiences and guidance, including:

  • Anecdotes
  • General practice tips (dos and don’ts)
  • Firm-specific guidance and practices

After the session

To continue learning, attendees can check out related courses in Hotshot’s Business of Law topic.