Leading and Managing Business Development Using Key Client Teams
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.
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. Several articles will need to be read and digested prior to attending the workshop.
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: Typically, the workshop starts at 9 AM and ends by 4 PM, with appropriate breaks and lunch.
- Building a 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
- Measuring the success of the team effort