- Pre-engagement Planning Meeting
- 45 – 90 min Live Keynote Delivered by David Ackert
- Unlimited Audience Seats
- Optional: Q&A Session
- Optional: signed copies of The Short List
- Pre-engagement Planning Meeting
- 60 – 90 min Live Workshop by David Ackert or Sr. Faculty
- Up to 50 Participants
- Post-session Meeting on Sustaining Momentum
- Optional: Copies of The Short List
- Pre-engagement Planning Meeting
- 60 min Live Zoom Seminar by David Ackert or Sr. Faculty
- Unlimited Audience Seats
- Optional: Q&A Session
- Optional: Copies of The Short List
Business Development Fundamentals 1
It takes several years to develop a meaningful book of business. But when you lay the foundation early in your career, you gain a critical advantage over less ambitious competitors. This requires adopting a business-development mindset, developing meaningful expertise, and aligning with the right internal champions. Each of these components, when approached strategically, accelerate business development momentum so you can attract client opportunities as quickly as possible.
Takeaways
- Understand the role business development plays in shaping your career trajectory
- Hone the listening skills that contribute to a business development mindset
- Establish a professional brand through digital marketing and in-person networking
- Satisfy the expectations of partners and clients
Business Development Fundamentals 2
Building on the first installment, this program helps you establish credibility and momentum in the business community. With ample lead time, you can establish a strong foundation of professional relationships so that, by the time you are eligible for partnership, you are in a strong position to advance at the firm.
Takeaways
- Leverage various networking communities to bolster credibility
- Identify and leverage external mentors among your business contacts
- Differentiate from competitors
- Establish the basis of a productive professional network
The Connector Advantage: Unlock New Opportunities Through Your Network
Discover how to identify and activate the most valuable people in your network – the connectors who can exponentially expand your reach and influence.
Takeaways
- Rekindle dormant contacts into high-potential contacts
- Identify connectors using specific behavioral and influence indicators
- Master the six steps to convert connectors into recurring referral sources
- Create and manage advisory roundtables that transform connectors into active referral sources
- Create and use systems that maintain a regular flow of business
Turning Prospects into Clients: The Art of The Pitch
Move beyond traditional selling techniques to a sophisticated relationship-based approach that consistently converts prospects into loyal clients.
Takeaways
- Master the five components of a successful pitch
- Navigate objections while strengthening relationships
- Structure win-win fee arrangements that protect profitability
The Power of Focus: Drive Growth Through Your Short List
Transform your network from an overwhelming list of contacts into a strategic asset. Learn the science behind why focusing on 9-35 key relationships yields better results than maintaining hundreds of superficial connections. Then, discover how to convert those key relationships into business.
Takeaways
- Master the “9-35 Rule” to identify your optimal network size
- Apply the 4 Cs framework (Chemistry, Character, Capability, Collaboration) to evaluate relationships
- Create an influence-scoring system that prioritizes high-impact connections
- Use the 40 Actions Matrix to advance your day-to-day opportunities
Conversational Business Development: The Power of the Right Words
Successful business development starts with the right conversations, yet many lawyers hesitate because they struggle with what to say. This session, inspired by David Ackert’s The Short List, provides simple, effective phrases that help lawyers engage with confidence, build rapport, and drive business growth without sounding salesy.
Takeaways
- Integrate practical, memorable language into everyday business conversations.
- Confidently initiate and guide discussions that lead to new opportunities.
- Build stronger client relationships while advancing deals naturally.
Next-Gen Business Development: Building Meaningful Connections in a Digital-First World
Business development isn’t about attending every event—it’s about building the right relationships. For Gen Z and Millennial professionals who
have launched their careers in a digital-first world, The Short List provides a roadmap for cultivating meaningful connections both online and in person. This session will help you confidently engage with colleagues, clients, and prospects, bridging the gap between virtual networking and
real-world relationship-building to drive business growth.
Takeaways
- Create a culture that rewards meaningful relationship-building
- Inspire trust and loyalty through strategic relationship cultivation.
- Implement metrics that drive relationship-based growth
From Friends to Business Allies: Turning Personal Connections into Professional Opportunities
Some of your strongest business opportunities already exist within your personal and professional network—but many professionals hesitate to explore them for fear of making interactions feel transactional or uncomfortable. The Short List approach shows that advancing opportunities with friends, colleagues, and clients can feel natural and mutually beneficial.
Takeaways
- Identify and assess the referral potential of your existing relationships
- Master five subtle, low-pressure techniques for introducing business development into casual conversations
- Develop a confident and conversational approach to discussing referrals and collaborations without making interactions feel transactional
Strategic Cross-Selling: Expand Client Opportunities Through Trust and Collaboration
Cross-selling isn’t just about offering more services—it’s about deepening trust, strengthening internal collaboration, and strategically expanding client relationships. The Short List methodology provides a structured, relationship-driven approach to cross-selling that aligns client needs with firm expertise. This session will help you overcome common barriers, foster collaboration among colleagues, and implement a targeted approach to unlocking new opportunities.
Takeaways
- Strengthen trust among colleagues to create a culture of collaboration and shared client success
- Identify cross-selling opportunities by aligning high-value clients with firm capabilities
- Foster collaboration by applying The Short List approach to trust, capability alignment, and mutual value creation
- Develop a targeted action plan to initiate and sustain cross-selling conversations with confidence
RECOMMENDED BY INDUSTRY LEADERS
We have brought Ackert’s BD programming into our firm on several occasions. The dynamic presentation style and highly relevant concepts resonate with our attorneys and result in action. In a world filled with theoretical and aspirational marketing concepts, Ackert programs focus on the actual business of law and how we can move the needle through tangible, practical plans and action.
Chief Marketing Officer
Pat Courtemanche
Ackert’s negotiation trainings are full of practical advice, delivered to engage even the most skeptical audience. Our lawyers refer back to the takeaways throughout the year and regularly use their new insights at the negotiation table to benefit our firm.
Director of Marketing & BD
Christy Walsh
BD Trainings and Keynotes Tailored to Your Needs
Let us build a program to meet the needs of your professionals. Contact us to discuss options and availability.
