ACCELERATE YOUR PRACTICE to NEW HEIGHTS. DRIVE SALES. BOOST PROFIT.

Help your top business development performers (“Rainmakers”) drive revenue even beyond their current books of business. Double? Triple? The sky is the limit. Meet with David Ackert, CEO of PipelinePlus, and Silvia Coulter, Principal of LawVision -- two of the legal industry’s top sales experts -- who will offer solid tactics and strategies for helping rainmakers grow their revenue.

Click HERE to download Series flier.

Session 1
Getting in the Door: Implementing Client Acquisition Tactics

Every new business opportunity begins with a conversation. Rainmakers need to identify more of the right decision-makers and find the points-of-entry that initiate meaningful interactions. They need to understand where they are in the sales process, so their next actions are productive, and their pursuit time isn’t wasted. This program delivers concrete, step-by-step tactics that apply to any size client. Establish the connections that will help you secure your next big engagement.

Highlights of this webinar will include:

• Identifying the shortlist of people who will have the biggest impact on your practice this year
• The 9 questions you can ask clients to stay relevant and identify new opportunities for work
• The key factor that influences a buyer’s decision 70% of the time
• The frequency and cadence of interaction necessary to establish a client relationship
• How to efficiently advance through the various stages of the sales cycle

Session 2
Strategic Account Management: Expanding Key Client Relationships

Strategic account management for law firms is the process of building value-driven strategic relationships with your key clients. In turn, this will drive long-term development and retention, thereby maximizing revenue potential.

Highlights of this webinar include:

• Assessing and building you relationship map.
• Who do you know and who do you need to know?
• Are you at the C-Suite and Board level with your relationships?
• Aligning with the client’s strategic plan—what is their overall strategy? Understanding the client’s strategic plan and how you and your client service team may offer value in support of that plan.
• Identifying the client’s key objectives, tactics and strategies for implementing their plan.
• Offering value propositions that anticipate legal needs and are pro-active for partnering with your client
• Forecasting revenue based on client input
• Sharing results and building the following year’s account plan for ongoing management

"Even as Legal Departments ramp up the professionalization of their operations, General Counsel are calling on law firms to do the same. (These webinars) will describe how – at a strategic level – law firms can systemize their understanding of companies’ objectives, be true partners with in-house counsel in developing and delivering legal solutions and bring to bear all of these firms’ business and intelligence functions – including strategic account management. The presenters will draw from a wealth of professional experience to offer practical guidance to firms that are prepared to truly build a strategic relationship with their clients."
- Daniel Weintraub Managing Director, Chief Administrative and Legal Officer, Audax Group

REGISTRATION
$89/person for one Session OR $149/person for Sessions 1 & 2

Complimentary for LSSO Members

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