BUSINESS DEVELOPMENT
Client, Pursuit and Industry Teams
My work with client and pursuit teams is not only grounded in years of hands-on experience—it is supplemented with research into the best practices and pitfalls of client team programs around the country.
My capabilities include helping firms set up and run team programs:
- Which clients, prospects and industries are right for a team approach
- How much management involvement is required
- What tools and resources are needed
- Where and how to develop optimal competitive intelligence
- How to avoid derailment
- Which metrics and measurements will drive success
- What makes or breaks a meeting
My experiences also include training the internal support team and coaching them for ongoing success.
Some examples of my engagements include:
- Presenting findings on key client account programs and client team programs, including best practices, tips, tricks and pitfalls, to the executive committee of a large Boston firm
- Creating strategy and collateral materials and leading rehearsals for several successful RFP and beauty contest presentations for a 175-lawyer Chicago firm’s pursuit team
- Advising a 100-lawyer North Carolina firm’s client team on strategy, message, and tactics for the face-to-face portion of a convergence process their second-largest client was running (the firm was successful in retaining all its then current work from the client and in opening the door to an extension of the relationship
- Training and coaching another of the above firm’s client teams on the face-to-face portion of another convergence process (the firm was successful in retaining its current work and expanding its engagement with the client to include a larger and exclusive geographic territory)
I have delivered presentations on client team programs at LMA (Legal Marketing Association) chapter meetings—Atlanta, Birmingham, LMA-SE Regional Conference, New York City—and at the WJF Client Conference. Below are quotes from my speaker evaluation at the latter conference:
- “Linda is the epitome of professionalism in our industry. She exemplified that again in the honesty and candor of her presentation today.”
- “Great practical advice. Real observations of what works and where the challenges are.”
- “Excellent tips and techniques! Fabulous presentation.”
- “Great and honest - she has the best sound bites of anyone!”
- “The Best.”
- “Great passion and energy.”
- “Great presentation; candid; upbeat; interactive.”
- “Funny, honest and sensitive. Took home the most from this presentation.”
Related Articles:
Helping Hands—Cross “Helping” Tactics That Pay Big Dividends — Article in LMA’s Strategies: The Journal of Legal Management, January 2005
Make Money the Old-Fashioned Way— Focus on Clients First
Published in Strategies: The Journal of Legal Marketing, March 2003