The case depicts a group of lawyers at a regional law firm struggling to attract new clients. Partners who had never needed to actively pursue new business are being asked to bring in clients and the case chronicles their business development efforts. The case focuses on lead generation and converting prospects into clients in particular, and highlights the frustration partners feel when trying to apply “sales” strategies to professional services. Which approaches work, and how can they best be communicated?
The case asks participants to consider the efficacy of traditional “sales” approaches for attracting new clients and selling new services. Participants are encouraged to also consider how best to select prospects, tailor client interactions, and make the most of cross-selling opportunities.
Leadership, Growth, Change Management, Professional Development, Team Dynamics
Geographic: Los Angeles
Industry: Law Firm
Event Year Begin: n/a
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