Domain: Business Development, Client Services
For decades, the law firm's primary salesforce has been the firm's partners and other senior attorneys. But this is changing and more and more law firms are building client-facing sales teams that sit on the operational side of the firm. Hear the perspectives of some of the leaders of this movement in the industry and what it takes to build the necessary internal support to build these functions and what types of approaches in terms of structure and personnel work best in different law firm environments. Hear from some of the most effective sales professionals on the techniques that they employ to show the results that matter most to their law firms and provide value. Attendees will also learn what incremental steps they can take towards an operational sales team model, including through client feedback programs and other operational client-facing roles.
Learning Outcomes:- Describe the industry trends in legal service sales in law firms and the spectrum of approaches taken by different firms
- Identify the factors that need to be in place for sales teams to be successful, from a structural and personnel perspective
- Discuss sales technique and approaches that the most successful law firm sales professionals utilize
- Discuss baby-steps law firms may be able to take towards building an effective sales team
Presenter(s):Michael Caplan, Chief Operating Officer, Goodwin Procter LLP
Neel Lilani, Global Head - Technology Clients, Orrick, Herrington & Sutcliffe LLP
Melina Schwabinger, Client Development Director, Paul, Weiss, Rifkind, Wharton & Garrison LLP
Erin Stone Dimry, Chief Marketing and Business Development Officer, DLA Piper LLP
Price:
Member Price: $59
Prospective Member Price: $79