By now, the vast majority of law firms have organized their lawyers into substantive practices (e.g., real estate, litigation, corporate and securities); however, far fewer have organized their lawyers into client-focused groups (e.g., closely-held businesses, manufacturers, life sciences). But a client-focused approach is far more effective from a marketing and business development standpoint, from providing better client service to increasing firm visibility to fostering more natural cross-selling efforts.
This session will focus on how to get started with niche or industry groups, including:
• How to identify core clients/industries
• Determining client needs, priorities and characteristics
• The continuum of client-focused teams—defining the role of the team
• The role of the marketing department and staff (as well as other administrative departments) in developing and supporting these groups
• Coordinating client-focused activities with those of substantive practice groups
• Identifying appropriate marketing and business development activities for the groups
Over her career, Sally Schmidt has worked with more than 450 law firms and has assisted scores of law firms in identifying niche and industry opportunities, starting up industry efforts or helping firms take existing groups to the “next level.” Sally is known for her practical approach and advice, and her hands-on experience with industry initiatives arms her with examples of both successes and failures.
Speaker: Sally J. Schmidt of Schmidt Marketing, Inc.; http://www.schmidt-marketing.com/
Carlton Fields
Wells Fargo Building
100 S. Ashley Drive
Suite 230
Tampa, FL 33602
Members $20
Guests $40
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