Quantified Results
Sales Leadership Closes More Business
Ross Perot was fond of describing non-performers as "all hat and no cattle." It is an apt description for many law firms that have cut costs and dismissed numerous lawyers and staff support. But many are still hiding under their "hat" with nothing else to show for the effort. Where firms have made the reductions but recognized the legal sales opportunities in the 2009 marketplace, they have emphasized closing skills, business development training, sales leadership from firm management, and new business development.
Our firm’s mission is to help clients generate new business rapidly through customized workshops and training, active prospect identification, target pursuit, and deal closings.
2009 was a great time to develop new business since so many of your competitors were "hunkering down." With corporate law departments indicating that they will continue to cut spending on outside firms, the competition for new engagements will be even tougher next year. So lift that hat and collect the cattle. Lead, encourage, and train your attorneys to "find 'em, build 'em, and keep'em."
In just four months of 2008, Closers Group clients brought in an average of eleven new engagements, and had a 295% increase in qualified leads.
Over a six month period in 2009, our clients brought in an average of twelve new engagements, and had a 147% increase in qualified leads and opportunities.
Of even greater importance, is what all of their effort will produce in 2010.
Our clients, utilizing the Rapid Assessment Strategic action program have refined, aligned and strengthened their resources to support robust business generation initiatives and raise the profile of their firm/office/practice group in the process.
Our clients are:
- Building contacts into leads
- Being more selective and more active on pro bono and community organizations
- Offering and multiplying the number of presentations to client groups, industry and professional associations
- Becoming more involved in proposals and pitches
- Testing out new approaches to prospects
- Conducting "brainstorming" sessions with clients and prospects looking at 2010 and beyond
- Beginning to co-market and cross-market with colleagues
- Encouraging client service teams to take a more active and coordinated role in building client retention.
