The Third Rail: Adding a Sales Function To Grow the Top Line

Domain: Business Development

In 2017, K&L Gates expanded its traditional marketing and business development department structure to include a new function focused on developing new client relationships and expanding services to key client accounts. The shift included allocating existing resources and adopting a true startup mentality to build the processes, tools and framework necessary to support the client development function. In just 18 months, the team helped onboard dozens of new clients and hundreds of new matters for existing clients, and achieved other notable successes. This session will provide insight into the structure, processes and tools the team created to help grow the firm’s top line.

Topics include:

• The process of developing and leading a dedicated client development function
• Tools to create new opportunities with key clients and prospects
• How to develop an effective sales pipeline and outcomes/ROI tracking and reporting
• Obtaining support from firm leadership and individual lawyers

Presenter(s):
David Bowerman, Director of Client Development, K&L Gates LLP
Ashley Galston, Director of Client Development, K&L Gates LLP 

Member Price: $59
Prospective Member Price: $79