This book is for an attorney, just like you, who now finds yourself responsible for revenue generation even though you do not have the word "sales" in your job title. If you are responsible for helping to grow and maintain your firm's practice, guess what? You are in sales. And, despite your belief to the contrary, you will now need to develop a business development mindset to be successful.
Our intention is for this book to provide you with a functional overview of what it looks like to have a business development mindset. It will help you to understand what skills are necessary to become effective at creating new client relationships, retaining current clients, and increasing revenue from your existing clientele. It is not intended to make you a "salesperson." Rather, it is designed to help you develop a positive mindset about promoting yourself in a respectable, professional, and compelling manner.
Author Biography:
Bob Greene is an accomplished and nationally recognized corporate sales trainer and strategic business advisor. As CEO of RCGWorkgroup.com, he provides tailored solutions to companies of all sizes, from Fortune 500 to start-ups, helping to meet and exceed the unique business needs of each client. Bob is the 2023 Institute for Excellence in Sales Member of the Year, an adjunct faculty member for sales leadership with the American Management Association, a leadership trainer for the Federal Government and US Military, and a frequent commentator on business advancement strategies.Bob holds a degree in Political Science and Organizational Leadership from Virginia Tech, a BMI Certificate in Intercultural Analysis, and an Executive Certificate in Strategic Negotiation from the MIT Sloan School of Management. In his personal life, Bob is a father of five and lives in Northern Virginia with his wife and two of his teenage sons. Vincent D. Burruano received his MBA in Business Administration, Management and Operations from The George Washington University and his Bachelor of Philosophy from the School of Philosophy at the Catholic University of America, both located in Washington, DC. He was most recently Vice President of Sales for the Commercial Division of JK Moving Services, one of the nation's largest independent movers, in Sterling, Virginia. Vince is the 2022 Institute for Excellence in Sales Member of the Year. Today, he operates his own consulting business, Vince Burruano Consulting Services, LLC in Summerville, South Carolina. Vince believes that learning and growth are the key to success at both the individual and team levels.In his spare time, Vince is an avid reader and enjoys traveling. He has been a volunteer first responder and firefighter, a football and baseball coach, served on the Board of Directors and Executive Sales Leadership Team with the Office Moving Alliance, and is a Member of the Lido Civic Club of Washington, DC and Rotary International. Vince also serves as a Forbes Business Development Council Member, writing articles for their members. Vince is a published author of "A Daily Dose of Sales Wisdom: Practical Advice for Sales Professionals and Leaders to Excel" and "The New Sales Professional's Playbook: Jumpstart Your Sales Career Today."Vince resides in Summerville, South Carolina with his wife, Elizabeth, his son, Michael, daughter-in-law, Meghan, and granddaughter, Shaylin, and members of their extended family live nearby.
