Course 410: Precision Hunting—How to Land New Logos

This is an interdisciplinary advanced course for subject matter experts (SMEs) who are nearing partnership, recently became partner, or were passed over for partner and want to get back on the partner track. To date, you have been working on accounts that were secured and are managed by senior members of your firm. Now you need your own clients. However, landing new logos is the single most difficult type of business development activity. You must identify prospective clients, connect with the appropriate buyer(s), and sometimes supplant incumbent providers. This course is the definitive instruction manual on how to succeed at new business development.

The curriculum assumes you understand the fundamentals of hunting (client acquisition) that were covered in some detail in the pre-requisite course. SMEs who have on-the-job experience with business development will be able to discern the meaning of such terms and jargon from the context. For those without prior business development exposure, it is recommended that you take one of our introductory courses first. We have one for lawyers and one for all other SMEs:

Course 200: Beginner's Guide to Rainmaking

Course 220:  Business Development for Lawyers

Like all Clientis learners, enrollees in this course have access to (i) the Clientis Business Plan Dashboard where you can create, edit, and even export your annual business development plan and (ii) the Clientis Knowledge Base containing written guidance on all aspects of business development.