We spoke with Robin van Keeken about how he started doing outbound business development for his firm, what challenges he’s faced, and his tips to help you get started generating leads and bringing in new work.

Robin is the Business Development Manager at Buren N.V., an internationally oriented corporate law firm with offices in Amsterdam, Beijing, The Hague, Luxembourg and Shanghai and has a diversified business practice.

Interview Covers

Defining outbound BD vs marketingFirst steps into outbound BDUnderstanding existing client demographicsHow to identify potential clientsEasing into calling companiesFollowing through and booking meetingsKeeping up momentum and KPIs

Roundtable Session Covers

Technologies to useOutreach to existing clientsSourcing tenders and bidsLawyers doing BDWhere to search for clientsPower dynamic issuesMonetary incentives for sales rolesAdvice for starting outbound BDDealing with bar restrictions on cold callingReferral strategies