Posted on August 17, 2020 by Silvia Coulter and Steven Bell
Studies in the legal market consistently show that most client team “programs” are not doing well and that many firms do not even have a focus on key clients. Here are some quick bullet points to consider for enhancing the firm’s client team strategy.
To Do or Not To Do
Regardless of firm size, the most successful revenue growth strategy is to have what we call a SAM-Legal strategy. (SAM stands for Strategic Account Management, a focus on strategic (aka key) clients. Without a strong focus on strategic accounts (for a B to B firm) or strategic markets (for a B to C firm), any firm’s long-term success is in jeopardy. SAM is a must-do strategy.
Here are some key elements and quick tips on what creates low-performing teams and what facilitates high-performing teams.
Client Teams—High Performers/Low Performers—What Makes the Difference?
Low Performing Teams—When Teams Can Improve
Business Development Professionals
High Performing Teams—You Can Make the Difference!
Encourage Team Leaders to be their Best
High Performing Teams—Where Business Sales Professionals May Influence Team Leaders
The Intersection of Client Visits and Client Loyalty
Read about these and other successful SAM-Legal tips in our upcoming book, “SAM-Legal: From Key Clients to Strategic Accounts,” due out in September/October 2020 on Amazon.
About the Authors:
Silvia Coulter is a Co-founding Principal of LawVision Group. Silvia Coulter is widely regarded as one of the legal industry's most experienced business development and leadership consultants. Her experience includes working as a former strategic account executive and sales leader at a Fortune 50 company, a chief marketing and business development officer at two global law firms, and consultant and facilitator to professional services firms across the globe. She was an Adjunct Professor at George Washington University’s College of Professional Studies in the Master’s in Law Firm Management program (2010-2019), a co-founder of the Legal Sales and Service Organization (www.legalsales.org), a Past Elected President of the Legal Marketing Association and an elected Fellow of the College of Law Practice Management. She is a frequent speaker and facilitator at professional service firm retreats and legal industry meetings. Silvia is the co-author of three books: The Woman Lawyer’s Rainmaking Game, Rainmaking Advantage, (due out Summer 2020) and SAM-Legal: From Key Clients to Strategic Accounts (due out Summer 2020). For more information please contact Silvia L. Coulter at firstname.lastname@example.org or 617-697-4869.
Steve Bell is a pioneer of law firm Sales and Business Development. In 2001, Steve created the legal profession’s first sales function at Womble Carlyle Sandridge & Rice (now Womble Bond Dickinson) and has consulted with professional services firms around the globe on establishing and operating sales departments, navigating ethical requirements and designing compensation systems for professional services salespeople. Steve has helped law firms navigate opportunities and challenges resulting from unforeseen global events including 9/11, the dot.com bubble burst, the “great recession,” and now the Coronavirus crisis. For more information please contact Steve Bell at email@example.com or 202-421-5988.