Preparing for a BD meeting

Published by a LexisNexis Practice Management expert
Practice notes

Preparing for a BD meeting

Published by a LexisNexis Practice Management expert

Practice notes
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One of the challenges lawyers face when meeting a prospect is the lack of knowledge of the contact and the business they represent. Preparation for the first few meetings is therefore very important in order to have the best possible chance of developing the relationship. This Practice Note provides guidance to help a lawyer prepare for a meeting with a business prospect.

Ten steps to a successful meeting

The following preparatory steps will help you prepare for a BD meeting and should give you a better chance of achieving a successful outcome.

Conduct initial research

Gather as much information as possible about the person you are seeing and the organisation they represent, eg:

  1. on the person—what their current role is, their position in the hierarchy and what their previous role was

  1. on the organisation—what it does, the size of the business and what news has there been about it over the last year

Consider setting up regular news alerts to build up your knowledge about specific people or organisations over time, you could use a free

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Jurisdiction(s):
United Kingdom
Key definition:
Law definition
What does Law mean?

means: (a) any legislation, regulation, by-law or subordinate legislation in force from time to time to which a party is subject and/or in any jurisdiction that the Services are provided to or in respect of; (b) the common law and laws of equity as applicable to the parties from time to time; (c) any binding court order, judgment or decree; (d) any applicable industry code, policy or standard; or (e) any applicable direction, policy, rule or order that is binding on a party and that is made or given by any regulatory body having jurisdiction over a party or any of that party’s assets, resources or business;

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