The Activator Advantage: Winning Client Business in a Changing Market
Wednesday, May 22 | 11:30 a.m. - 1:30 p.m. ET
The 2023 PwC Law Firm Survey reveals that 44% of Top 100 firms report falling profits and are considering various strategies to drive organic growth. 73% of survey participants report their firms are “actively pursuing” commercial training for their partners and fee earners. But are all commercial training programs created equal?
A recent global research study, conducted by DCM Insights and covered by the Harvard Business Review, revealed that top performing rainmakers are ACTIVATORS. Activators proactively harvest their professional network to create business opportunities, resulting in a 32% increase in revenue generation for the firm. DCM Insights has built the proprietary Activator Development System to teach the Activator skills and behaviors to all fee earners in order to support sustainable firm growth.
Join us to learn how you can empower all your professionals – not just the natural rainmakers – to become better business developers.
During this program we will cover:
- How client buying behavior has changed and how firms are adjusting in order to grow
- The 5 behavior profiles that are present in all firms, as well as the best practice behaviors and mindsets of Activators
- How to build an Activator ecosystem through training, enablement, and technology
Location:
Foley Hoag
155 Seaport Blvd
Boston, MA 02210
Program:
Registration, Lunch & Networking: 11:30 a.m. - 12 p.m. ET
Program: 12 p.m. - 1 p.m. ET
Networking: 1 p.m. - 1:30 p.m. ET
Lunch will be provided.
Cost:
Members: $25
Non-members: $50
*For every 4 registrants from one firm/entity, you will receive 1 complimentary registration. If you qualify for this discount, please send all names and emails of your organization’s registrants to
lmaNortheast@legalmarketing.org.
Speakers:
Managing Director, Client Development
DCM Insights
Jill Forbes brings 20 years of experience in advising clients on the implementation of research-backed business development and go-to-market strategies in her role as Managing Director, Client Development with DCM Insights.
Jill spent 15 years at CEB (now Gartner) in client facing and leadership roles across account management, new business development, and client success. As Market Director, she advised enterprise clients on the strategic implementation of Challenger Selling and the development of high-performing sellers, enabling consistent outsized growth on behalf of clients and earning her numerous CEB Firm Awards for high performance. As a Consultant with TrialGraphix (acquired by Magna Legal Services in 2023), Jill supported litigation teams preparing for trial with jury selection, presentation graphics and courtroom technology services. Known as a strategic, collaborative, and client-centered partner, Jill earned Built In's 2023 Moxie Award, recognizing top female talent across the tech industry.
Jill holds a B.A. from the University of Rhode Island and an M.F.T from the University of Southern California. She resides in Greater Boston with her husband and sons.
Don't forget to join us for the LMA Boston Summer Social on Thursday, June 13th at Lola42! Link to register is here. For questions or concerns about your event registration, please contact lmanortheast@legalmarketing.org.