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      [How To] Use Your BD 'Opportunity' Report

      The report includes some of your most significant business development leads: people who have read, or shared, or followed your firm's content on JD Supra.

      Use this information to identify opportunities for BD follow-up with notable individuals who have engaged directly with your authors, firm, and thought leadership.

      Who is included in this report?

      1. Individuals who have read your work. Listed here are readers of your content who we've identified as potentially notable for your firm based on their title, company, or industry. The level of detail we are able to share for each reader depends on their privacy settings and how they arrived at your content. (Click any name on the list to see which particular piece of content they read, including the total number of times they read it.)
      2. Individuals who engaged with your work on LinkedIn, Twitter, and Facebook. These readers have responded to your content in a decidedly public way, sharing, liking, and/or commenting on it on the major social networks. These leads can be perfect opportunities for follow-up and connection, and deserve to be closely vetted. (Click any name on the list to see which piece of content they shared/liked/commented upon, and for a link to the actual social engagement where it took place.)
      3. Individuals who followed your organization or authors to receive new work as it published on JD Supra. Consider these as your very own subscribers on JD Supra. Along with the many subject and topic channels they follow on our platform, they have also chosen to follow your content specifically, which is included in their custom daily digest of new work.

      Notes and next steps

      As with your Strategy report located elsewhere in this dashboard (displaying the top companies and industries reading your content) evaluate the individuals included in this report for their business development opportunity. Among other questions, ask:

      • Is this person contained in our existing records/CRM?
      • Is this person an existing or prospective client?
      • Is this person a potential referral source?
      • Does anyone in the firm have a connection with this individual?

      If any individual in these Opportunity reports is a prospective client, referral source, or otherwise valuable business connection for your firm:

       1. Investigate the specific need that brought them to you work

      Click a name on the list to see which particular piece of content they read, including the total number of times they read it. In other words... 

      along with identifying who is engaging meaningfully with your firm's thought leadership, also learn why they are reading you right now.

      As you learn more about any individual's potential legal and business needs, leverage this knowledge to guide your next steps:

      Talking Points – These vital insights should guide first/future communications with the person, giving you and any stakeholder at the firm proven conversation points when you reach out to talk.

      New Content – such insights should also inform creation of new content. If certain posts and articles have drawn high-value readers to your firm, work with authors to repeat that success. Write again, focusing on the subjects that have proven interest with your target audience(s). And share that new work with your new connections...

      2. Connect with them

      Whether a prospect/lead has read your insights, shared a post on social media, or followed you on JD Supra, your firm's helpful thought leadership has made a connection, on your behalf, with someone who is a potential BD lead.

      Now follow up on that initial introduction.

      Connect with your high-value reader(s) on LinkedIn or any other social platform where they are active. Your lead is already aware of your firm and its expertise (they've read your insights and guidance), such a connection is a natural next step. 

      3. Thank them for the public engagement

      If a reader has publicly shared, engaged, or commented on your firm's work, make sure the author(s) connect with them on social media to thank them for the engagement.

      These connections allow your firm and authors to stay top of mind with those people who, again, have shown that they value your insights, and shown it in a decidedly public way. (This is especially effective in combination with the JD Supra social sync tools, to automate network updates with your authors’ latest content. Social connections will continue to see next posts as they automatically stream out, when published on JD Supra.)

      For additional insights and guidance about using reader data to support your BD activities, see: