Converting Partners' High-Potential Contacts Into High-Margin Clients
| How Does The Law Firm Benefit? Guaranteed 400% Return on Investment We will train and continue to coach all participating attorneys until the firm has measured a 400% return on its training investment, but never less than one year. Gain Competitive Advantage Trained people using professional sales methods always outperform less-prepared competitors. As lawyers make better use of each client contact, billings increase while selling costs go down. Increase Market Share Those who first recognize and respond to profession-wide change gain an advantage that competitors rarely make up. Many law firms are just beginning to understand and appreciate the importance of a focused, cohesive marketing and sales effort. There is still an opportunity for progressive firms to take advantage of the time it will take laggards to get up to speed. Improve Productivity Confident, well-prepared people are more productive. Giving partners and associates the means to control their financial and professional destinies alleviates their greatest fear: loss of income or position. Alleviate the Principals' Burden As more attorneys contribute to business development, the burden of funding the firm and creating profit is distributed more equitably among all beneficiaries of the firm's growth, instead of being shouldered by a few "Rainmaker" principals. Improve and Stabilize Cash Flow By increasing the number and diversity of revenue sources, the firm diminishes its risk of severe revenue loss from downturns in one or two companies or industries, or the departure of key "Finders." Proper selling methods also speed collections and improve the firm's realization rate. Attract and Retain Talented Lawyers The battle is not just for clients, but for talented laterals and associates, too. A reputation for using progressive methods that yield competitive advantage helps the firm attract and keep the most capable people in the field, including specialists whose added skills provide opportunities to penetrate profitable new markets. Continue... |
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