Domain: Business Development
Business development should not be approached as “one size fits all” — every attorney, practice, and market is different. Learning how to navigate your attorneys through the sales process is essential. In this interactive session, Felice Wagner will demystify the law firm sales cycle and provide a framework for marketers to coach their attorneys for business development success. Participants will work through case studies to learn how and when to use the appropriate coaching strategies.
Some of the key takeaways will be:
- Understanding the sales cycle for legal services
- Models of business development success: how do lawyers build a practice?
- Case study exercises
Felice Wagner, Director of Sales and Business Development, Berger Singerman LLP
Member Price: $59
Prospective Member Price: $79
This session includes video, audio and synced presentations for an enhanced virtual learning experience.