Leading and Managing: Using Key Client Teams in The "New Normal"
GOAL: To provide the law firm's management team, marketing managers, business development managers and client team managers with a detailed understanding of the best ways to implement, grow and sustain the client team effort in response to the changing buying models for legal services.
PREREQUISITE: Completion of The WJF Institute's Client Development and Relationship Management workshop.
CONTENT AND FORMAT: This structured workshop covers all phases of the client team effort. Included is a mock run-through of a Client Service Improvement Plan (CSIP). In addition, the leadership and followership principles that make for successful teams are discussed. Prior to attending the workshop the participants will be given background articles and information to read.
PARTICIPANTS: Managing partners, marketing partners, client team leaders, marketing staff, business development staff, communications staff, law librarians and information technology staff. This workshop is designed for up to 15 participants.
LENGTH OF WORKSHOP: The workshop starts at 9:00 AM and ends by 4:30 PM, with appropriate breaks and lunch.
KEY SUBJECTS AND GROUP EXERCISES:
The group exercises are designed to help teams with the following new buying models for legal services:
• Procurement’s role in buying legal services
• Shaping, creating, and managing the RFP process and subsequent responses using client teams
• Understanding how to develop the financial business cases for the:
◦ CFO and financial departments
◦ VP of Risk Management
◦ General counsels and law departments that encounter unanticipated needs
◦ COOs whose legal knowledge needs to be enhanced
◦ CEOs and Boards of Directors whose liability may be problematic
Building a client team and business development culture
Understanding the rules and roles for team leaders and team members
How to conduct Client Service Improvement Planning (CSIP)
Why some teams work and others don't and how to respond
Measuring the success of the team effort
Building the financial business cases for legal services using technology and project management