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Business Development | Organizational 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