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Join today! LSSO Members receive a subscription to the LSSO List as a member benefit. All others are invited to participate at only $89 a year. Subscribe now! If you’re not online, you’re missing some great discussions lately…. Here’s one: "At a recent meeting where a roundtable of C-level and Biz Dev Directors met with three marketing/rainmaker partners, the discussion turned to the "NON-lawyer" sales person. The lawyers seemed to bristle at the thought of those without J.D.s selling legal services and some argue that there is a significant advantage to having a J.D. that gives them a leg up on just any old sales professional. I've since asked several other partners, some who are exclusively responsible for selling and others who are rainmakers and wear a marketing partner hat as well what they think and I'm astounded to hear that they all think a non-J.D. can't sell as well. So, Listservers, what say you all? Myself, I come from a sales background and can certainly sell legal services as well as the next individual--J.D. or not. It seems a little silly to me given the lack of success on the part of 80 to 90 % of the practicing lawyers out there with developing significant books of business to think one must have a J.D. to sell. But, I'm open to hearing both sides of this debate. And, oh by the way, how should sales professionals--J.D. or not, get compensated? What do you think is fair?" To post to - and receive from - the list, just send an email from a subscribed address to: legalsales@listserve.com Women Lawyers Studies Results NOW AVAILABLE How much time is dedicated to business development? What business development activities work best? What are best practices for firms and women lawyers? Download: Executive Summary of LSSO's Women Lawyers Study |
Ten Tips to Add Octane to Your Business Development & Client Retention Activities
By Silvia L. Coulter ------------------------------ THE INTEGRATION IMPERATIVE FREE BOOK EXCERPT & LSSO DISCOUNT  Get a complimentary excerpt from Suzanne Lowe's new book! Plus, there is a special discount for LSSO members Competing effectively, achieving financial success and delivering optimal client service are top priorities for any law firm. But the pursuit of this Holy Grail can disguise the real problem with law firms: their marketing and business development are disconnected. How do you keep your firm from falling into this trap? In her new book The Integration Imperative, Suzanne C. Lowe argues that firms need to integrate marketing and sales into every function. Download an excerpt from The Integration Imperative that shows how Baker Donelson, one of the 100 largest law firms in the United States, developed two new personal productivity programs to help attorneys gain a sense of accountability and improve their skills in marketing and business development. The direct result was higher billings for attorneys who participated in the programs. LSSO members may purchase The Integration Imperative at 15% off the cover price when they enter code LSSO at checkout. Purchase The Integration Imperative with the special LSSO discount (code LSSO) |
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