Creating a sales culture: a discussion of law firmbusiness development and           sales         Hans Haglund         Mi...
BACKGROUND
www.venturepipeline.com
www.venturepipeline.com
AgendaBootstrapping the processDirect salesClient teams, reviews & feedbackTracking successOther thoughts
BOOTSTRAPPING THEPROCESSWhat are the challenges?How do I get started?Who are our clients?What are our capabilities?
CHALLENGESMarketing vs. business developmentCompensation modelsLimited resources
Who are our clients?     Client information
Who are our clients?               Business Trends                          Competitive Intelligence
What services do we provide?         Services we provide
What services do we provide?
What services do we provide?
What services do we provide?
What services do we provide?
DIRECT SALESWhat is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the ...
Getting into the marketplace                 Private Equity Landscape:                Trends and Developments to          ...
CLIENT TEAMS, REVIEWS &FEEDBACKWhat is the state of the industry?How do I get started?How do I pick targets?What tools do ...
Top 200 clients account for 60-85% ofrevenue      0                                        200Typical distribution of reve...
Client reviews v. Client teams     Client Review            Client Team • 1-2 times/year        • 4-10 times/year • A revi...
There is no substitute for asking yourclients Every client has different specific needs: Responsiveness Billing detail and...
TRACKING SUCCESS
OTHER THOUGHTS
Creating a sales culture: law firm business development and sales
Creating a sales culture: law firm business development and sales
Creating a sales culture: law firm business development and sales
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Creating a sales culture: law firm business development and sales

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LMA Los Angeles, February 2011

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Creating a sales culture: law firm business development and sales

  1. 1. Creating a sales culture: a discussion of law firmbusiness development and sales Hans Haglund Mike Krenn Adam Stock David Freeman
  2. 2. BACKGROUND
  3. 3. www.venturepipeline.com
  4. 4. www.venturepipeline.com
  5. 5. AgendaBootstrapping the processDirect salesClient teams, reviews & feedbackTracking successOther thoughts
  6. 6. BOOTSTRAPPING THEPROCESSWhat are the challenges?How do I get started?Who are our clients?What are our capabilities?
  7. 7. CHALLENGESMarketing vs. business developmentCompensation modelsLimited resources
  8. 8. Who are our clients? Client information
  9. 9. Who are our clients? Business Trends Competitive Intelligence
  10. 10. What services do we provide? Services we provide
  11. 11. What services do we provide?
  12. 12. What services do we provide?
  13. 13. What services do we provide?
  14. 14. What services do we provide?
  15. 15. DIRECT SALESWhat is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the challenges?
  16. 16. Getting into the marketplace Private Equity Landscape: Trends and Developments to Follow in 2010 European Restructurings - Distressed Debt and M&A Opportunities An Executive Roundtable Featuring Leading Experts in Finance and Law Registered Direct and At-the- Market Equity Offerings: Trends for Raising Capital in 2010
  17. 17. CLIENT TEAMS, REVIEWS &FEEDBACKWhat is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the challenges?
  18. 18. Top 200 clients account for 60-85% ofrevenue 0 200Typical distribution of revenues for top 200
  19. 19. Client reviews v. Client teams Client Review Client Team • 1-2 times/year • 4-10 times/year • A review and • Pursuit process inspection process • Interdisciplinary • May turn into a team client team • High growth • About bringing full potential resources of the • Many contact points firm to the client • Pursuit oriented • Service oriented
  20. 20. There is no substitute for asking yourclients Every client has different specific needs: Responsiveness Billing detail and formats Budgets and summaries Bench strength Business referrals Education Etc.  Find out what the needs are and address them
  21. 21. TRACKING SUCCESS
  22. 22. OTHER THOUGHTS
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