I recently attended a LA LMA chapter meeting titled “Breaking Through: How to Build a Successful Sales Initiative in your Firm." If it comes to your area I urge you to attend. It was not only inspiring but incredibly informative (and highly entertaining).
In his fast-paced, interactive session, Alvidas Jasin of Thompson Hine discussed some of the critical barriers that he broke though with his lawyers to build successful client teams and a successful sales effort:
The recession hit big law firms particularly hard. This past year has seen extensive layoffs and firms closing their doors. The traditional structure based on exorbitant billing rates and over staffed matters just doesn’t work anymore.
Have you ever wondered what your clients really think about you? If you do not know what your clients are thinking, then you should consider developing a client service program. I am the Director of Client Services at Moiré and here is some insight into our formal client service program. The program is designed to monitor our client relationships to ensure they are strong and successful. Regular communication with and proactively responding to our clients enables our team to develop long-lasting relationships with them, many of whom have been with us from the beginning.