Eighteen months ago, Jeremy Lustman, accepted a challenge from the world’s largest law firm, DL A Piper.
The challenge
Spend 1 year “on the ground” in Israel and see if he could develop a book of business in the Middle East’s most dynamic economy which played to the numerous legal strengths of the global organization.
Jeremy had partially envisioned and created the opportunity through his research, but he need the blessing (and the backing) of the top brass.
Once he got it, he needed to show results.
The Game Plan
Consulting with Never Stop Marketing, he crafted a disciplined networking strategy and an operationally efficient cultivation plan which would enable him to authentically nurture the relationships with the people he met.
Many people have an objective of “networking.”
Few approach it with the zeal and discipline that Jeremy did.
Starting with a “seed list” of 30 names gathered from friends and family, Jeremy rigorously used LinkedIn to understand the motivators of those with whom he met.
Using a combination of Outlook and Excel, he kept meticulous notes so that future communications would be as relevant as possible.
His initial success rate?
“50% of the meetings were quality. 50% weren’t.”
And he built off the successes of the initial meetings to expand and grow his network.
Hitting the Marketing Objectives
When all was said and done, he had over 400 individual meetings in one year.
Driving the Revenue
What’s more…he had revenue to boot.
He exceeded the firm’s expectations for year 1 and is already destroying (my word, not his) the projections for Year 2 at the halfway point.
He works long hours, but is almost always home for dinner with his family.
Welcome to the Movement
This is someone who has transformed himself into not just a first-rate lawyer but also a marketer who happens to offer legal services and expertise.
What’s more, he lives the mantra: Never Stop Marketing.
Congratulations, Jeremy (great name, btw)!
He joins this list of other esteemed Never Stop Marketing Award Winners.