Michael O'Horo

Mike ensures that lawyers realize a return from their marketing investments by teaching them how to translate the “lawyering” skills that they trust into the executive selling skills they need to convert their contacts into high-value clients. He coaches lawyers through their daily sales challenges, enabling them to learn by winning.

To meet the unique needs of law firms, he developed ResultsPath: Results-Guaranteed Sales Training for the Legal Profession. He has trained and coached over 3,500 lawyers in firms of all sizes, and those lawyers attribute more than $1.5 billion in incremental business to the ResultsPath process and Mike’s just-in-time coaching.

Before he began helping lawyers in 1992, Mike had a diverse 20-year background in sales, training, management, marketing and promotion of products, services and ideas in commercial and professional markets. Mike sold sponsorship of professional athletes and international sports events to corporations and advised them how to use sports properties in their marketing and promotion mix. As vice president of sales & marketing for a technology start-up, he developed the branding strategy, created the advertising message, sold the service and trained all staff. He previously developed major national accounts in the information technology industry and served as mentor and coach to his professional peers. He is widely consulted on strategies and tactics for salvaging endangered sales transactions.

He is a frequent author and contributor to professional periodicals, speaker at legal industry gatherings, and has taught courses based on ResultsPath principles at Georgetown University Law Center. Mike can be reached at 888-551-3025 or by email: Coach@SalesResults.com. Published articles are available at http://www.salesresults.com/articles.htm.

Patrick B. Sweeney

Before turning his talents to helping lawyers improve their sales performance – and their law firms figure out how to organize an effective sales function – Pat Sweeney has spent the bulk of his professional career starting and growing professional services companies.

In January, 2000, with a partner he started an information technology solutions company. For this classical start-up, Pat directed the sales initiatives, growing the firm to three offices with over $10 million in annual revenue by 2002. In 1981, Pat started The Kennett Group, which grew to be considered one of the best boutique executive search firms in the Mid Atlantic States. He served on national association committees for the industry, concentrating on Ethics and visions for future services offerings. Concurrent with his role as owner of the search firm, he started an information systems consulting firm with 3 partners in 1988, which grew to an $80 million firm by 1998. His primary responsibility was grooming and mentoring the sales force.

His career began at Potomac Electric Power in the Power Generation Engineering unit, where he was rapidly promoted to one of the youngest managers in the company's history. He made a career transition into TV sportscasting, where in addition to traditional broadcast responsibilities, he produced and sold several specials. In the late 1970s, Mr. Sweeney entered the sales profession full time with Exxon Office Systems where he became the second-highest producing sales executive in the U.S.

A frequent speaker and guest lecturer on sales and sales leadership strategies, Pat has presented at The University of Virginia McIntire School of Commerce, University of Pennsylvania, University of Delaware, Widener University, Delaware County Chamber of Commerce, Philadelphia Chamber of Commerce, and the National Association of Personnel Services. Additionally, a number of entrepreneurial firms have retained Pat to develop sales strategies to meet their business objectives.

Mr. Sweeney is a graduate of the University of Virginia, with graduate work at George Washington University. Born in a log cabin and having killed a bear when he was only three, a song would have been written about him—but Davey Crockett already had the deal.

Susan Post Munafo

As a 20-plus-year veteran of consultative and solution selling, Susan Post Munafo helps law firm clients identify needs, develop solutions, ensure service delivery excellence, and monitor evolving business needs over the long term.  While Susan’s sales career primarily focused on the legal sector  (Lexis-Nexis and Jaffe Associates), she also enjoyed a number of years developing major accounts in both the commercial and federal sectors (Hewlett Packard’s Professional Services).

Her sales experience has included owning and running her own start-up.  Susan has also been an individual performer, director and consultant. 

Susan’s clients have included AmLaw 100 law firms; Fortune 100 companies including NationsBank, First Union, Bell South, GTE; small businesses; and, individual investors.

Susan received a BS from the University of Vermont and an MBA from George Mason University, Fairfax, Va.