Motivating partners to generate business
Most professionals were never trained to generate new business and so most firms have undertaken some sort of "sales" training. This usually increases partners' understanding, but does little to increase fee income.
We have been working with several large law firms to help them identify a small number of "key accounts" - usually existing clients where there is scope for an increased share of wallet. We then run a workshop for anyone involved in the account or who has skills that could be sold in. These workshops generate immediate actions and critically, help reveal obstacles affecting the firm's ability to win new business. Obstacles we have identified and helped firms to resolve include:
- Mismatch in reward and esteem measures for partners
- Lack of team working
- Lack of knowledge about what others in the firm do
- Lack of, or inappropriate, marketing activity to support business development
If you would like further information on this service, please contact one of our directors.
- Understanding the market
- Setting direction
- Developing business
- Implementing plans
