Audio Conferences

  September 14, 2005 at 02:00PM ET

In today’s competitive marketplace, many law firms recognize the need for sales as a critical dimension of their marketing programs.

But how do firms go from accepted law firm marketing practices to adding a sales element to their client acquisition efforts?

While the idea of incorporating sales has become increasingly accepted on a firm level, there may still be pockets of resistance from powerful individual attorneys.

In the face of this resistance—and without much basis for comparison—marketing leaders at law firms must make critical decisions involving firm marketing that includes a sales function.

With the decision to move to a more sales-oriented approach comes the inevitable need for sales support, which can include internal staffing, external training options and methods for acquiring client feedback.

Join IOMA in this invaluable audio program for a close look at building a sales infrastructure in your law firms. Get the answers to your toughest questions, including: what does it take to succeed; what clients really think of law firm sales; what type of sales model will work for your firm; how law firm sales will evolve in the next ten years, and much more.

In just 90 minutes, you’ll learn:

• Why your top rainmakers may be the wrong people to teach your lawyers how to sell
• The value of sales training programs
• Which sales tactics clients welcome—and those that can jeopardize the relationship
• The biggest misconceptions attorneys have about selling
• What to look for in a sales consultant
• Strategies on gaining buy-in for hiring outside sales consultants
• How firms are staffed in terms of sales professionals
• How to demonstrate ROI from your sales training program
• Who the law firm salespeople of the future will be—attorneys or professional sales operatives

Plus, get answers to all your questions on law firm sales in the live Q&A session following the discussion.

Featured Faculty:

Moderator

Craig Levinson, Esq.
Director of Business Development & Marketing
Brown Raysman Millstein Felder & Steiner

Panelists:

Alec G. Nedelman, Esq.
Senior Vice President, General Counsel, Commercial Real Estate Division
Fremont Investment & Loan

Michael O’Horo (“The Coach”)
President
Sales Results, Inc.

Adam Severson
Director of Sales
Dorsey & Whitney