With all the slang used to describe the sales process one word -"pitch"- has become law firms' standard terminology to describe meeting with a prospective client to get hired. According to Webster, the definition of pitch (verb) is to throw, fling, hurl or toss. While it is a good description of many law firm and potential client meetings - it couldn't be a more inaccurate term.
What an injustice. We describe our contributions to our firms as preparing teams of lawyers for "pitches". Why should we continue this rhetoric? As sales and service executives in our firms, we must push to change this misnomer of 'pitching'. If we continue to call these meetings pitches then lawyers will continue to treat them as so ... Prospective client meetings should be treated as well prepared, thoughtful dialog between our firms and the marketplace to uncover possible legal and business problems for which our firms can solve. After all - if the process is followed correctly, it's called 'catching' not pitching. Start the evolution in your firm by taking the word "pitch" out of your vocabulary.
The Legal Sales and Service Organization (LSSO) is the legal industry's first and only organization focused exclusively on sales, service and quality issues in law departments and firms.
Sunday, January 27
Friday, January 25
5 Law Firms on Fortune's Best Places to Work
Interesting to see that 5 firms made Fortune's 100 Best Places to work list. Read the full article ad the reasons why they were picked on the ABA Journal's site at: http://www.abajournal.com/weekly/five_law_firms_on_list_of_100_best_places_to_work
Here's the list of firms:
Arnold & Porter
Alston & Bird
Bingham McCutchen
Perkins Coie
Nixon Peabody
-Catherine
Here's the list of firms:
Arnold & Porter
Alston & Bird
Bingham McCutchen
Perkins Coie
Nixon Peabody
-Catherine
Wednesday, January 23
Humanize It: The Manifesto
I just read a fabulous manifesto by LSSO Board member Leonardo Inghilleri of Disney, then Ritz Carlton, now West Paces fame and Micah Solomon, no slouch either. It's published on “Change this!” and contain 7 principles that you just can't argue with (even if you're a lawyer).
Check it out: 42.03 Humanize It: Bring a five-star sparkle to your customer ...
-Catherine
“The best thing you can do for your business is not about new technology, brute force, or first-mover advantage. It’s something simpler. And more dependable. Humanize each customer interaction in order to turn your product or service into much more than a commodity. In your customer’s mind, commodities are interchangeable and replaceable. Humanized relationships are not."
Check it out: 42.03 Humanize It: Bring a five-star sparkle to your customer ...
-Catherine
Tuesday, January 15
Turn The Soil
Since sales is a never-ending challenge, and since all relationships have arcs, and since every new year needs to be seen as what it really is: "A monumental onslaught of opportunity, disguised as pessimism and reluctance to act" (that's since all of these make sense to consider at this volatile and crucial time of year) may I suggest that we look at sales with the idea that we can use a farming metaphor to have the importance of specific exercises make sense, and make cents.
So, enough cutesy phrasing, Klymshyn- "What's your point?"
Here it is: I was speaking with someone today who sells professional services in Miami. He told me that business was coming at him fast and furious (this is good news), but that it's all project work, and once each specific project is DONE, so is the revenue opportunity.
He bemoaned the fact that he has contacts and knows people, but that when business slows or dries up, he feels as though he must start all over!
Here's what I told him: "We are not in the position to reap a harvest unless we do the invisible, back-breaking, toil and sweat type of work." (Such as: making calls we know we should make, but can make the excuses that a current project is taking all of our available time!)
The harvest (I used the image of a nice red wine, because that's what I like!) can only be brought in after many specific and tiring steps.
What are we to do now? Turn the soil!
Your prospect/contact group represents the seed. Before you can plant them and expect them to thrive, you have to move the dirt around a little bit, turning the dry caking topsoil underneath, and bringing the nutrient-rich dark, wet, wonderful soil to the top. This is what you need to prepare for planting.
Are you setting meetings that will forward relationships in the next few weeks? Are you reaching out to people you lost contact with? Are you asking for referrals? Are you wondering what kind of wine I really really like? :)
Or, are you wondering where to start?
Turn the soil. Start with the plot of land right at your fingertips, and work your way outward.
And send me a note, to let me know what sort surprises you experience.
Friday, January 11
How To Kill Creativity
I recently read the article How To Kill Creativity by Teresa Amiable. In the article, Amiable discusses the delicate balance of fostering creativity and the role of managers and management within an organization. As a manager, one is responsible for the collective importance of not only choosing the right people, but choosing the right responsibilities, timelines, team, resources, and rewards - all of which impact the evolution of creativity.
An interesting question struck me while reading the article - How many of us make it our day to day responsibility to find that balance in the sales and service processes with each attorney and administrative professional with whom we work? If we each took the time to leverage each person’s priority strengths in our firms and matched them to a piece of the sales and service processes how much could we increase revenues in a given two or three year period?
I encourage everyone to read the article and consider the question.
An interesting question struck me while reading the article - How many of us make it our day to day responsibility to find that balance in the sales and service processes with each attorney and administrative professional with whom we work? If we each took the time to leverage each person’s priority strengths in our firms and matched them to a piece of the sales and service processes how much could we increase revenues in a given two or three year period?
I encourage everyone to read the article and consider the question.
Thursday, January 3
Embracing (or bracing for) 2008
As LSSO members, guests and contributors make their way back to work for the New Year, new month, and new economic climate, I wonder- are you EMBRACING 2008, or BRACING for it? I am embracing it, but admittedly with some... hesitation.
I am an opti-realist. (I think I just made that word up!). Optimism is in my blood, and experience (aka reality) is in my head. If you listen to any media outlet speak about some key economic indicators, you hear them (in worried tones) pointing to the new home sales numbers. You may wonder how this relates to Legal Services sales and such- well, I think that the collective mindset of people in sales, marketing, and business development at this very early stage of a brand new year is a combination of hope for the next new client/ assignment or deal, and a sense of how realistic it might be in a new calendar year to grow. As an opti-realist, I just want to state (and as a result be held accountable for the statement) that I personally plan on embracing the New Year. I hope all bloggers and readers here join me, and embrace the coming year, by staying true to a desire to serve, a passion for fun in our work, and a decision at this point of the year to be clear on what we want to achieve.
So. What do you think? Will it be a banner year for selling, marketing, and closing deals for the Legal Field? Or will it be a year we should have braced for?
I am an opti-realist. (I think I just made that word up!). Optimism is in my blood, and experience (aka reality) is in my head. If you listen to any media outlet speak about some key economic indicators, you hear them (in worried tones) pointing to the new home sales numbers. You may wonder how this relates to Legal Services sales and such- well, I think that the collective mindset of people in sales, marketing, and business development at this very early stage of a brand new year is a combination of hope for the next new client/ assignment or deal, and a sense of how realistic it might be in a new calendar year to grow. As an opti-realist, I just want to state (and as a result be held accountable for the statement) that I personally plan on embracing the New Year. I hope all bloggers and readers here join me, and embrace the coming year, by staying true to a desire to serve, a passion for fun in our work, and a decision at this point of the year to be clear on what we want to achieve.
So. What do you think? Will it be a banner year for selling, marketing, and closing deals for the Legal Field? Or will it be a year we should have braced for?
Wednesday, January 2
Announcing LSSO's RainDrops!
New Year, New Things . . . from LSSO! Now there's another way to see what's hot, find out what thought leaders are thinking and get in on the action. LSSO's blog, "RainDrops", launches today!
You can read and comment on postings from the LSSO team and guest bloggers. We can't claim that we'll always be serious, but we can promise to be blogging about sales and service issues that affect you each and everyday! If you are interested in blogging with LSSO, please contact us at amy@legalsales.org.
LSSO RainDrops is powered by LexisNexis® Client Development solutions, providing lawyers, marketers, and business development professionals the industry leading networking and marketing resources to grow your practice. Visit law.lexisnexis.com.
You can read and comment on postings from the LSSO team and guest bloggers. We can't claim that we'll always be serious, but we can promise to be blogging about sales and service issues that affect you each and everyday! If you are interested in blogging with LSSO, please contact us at amy@legalsales.org.
LSSO RainDrops is powered by LexisNexis® Client Development solutions, providing lawyers, marketers, and business development professionals the industry leading networking and marketing resources to grow your practice. Visit law.lexisnexis.com.
New Year Resolution for the Cobbler's Children
Usually, people make some sort of resolution around New Year. Do you suffer from "the cobbler's children" syndrome?
If so, consider making yourself a promise. Make this your year to get some shoes! Or, if you like the shoes you own, get 'em shined.
Learn something new. Continue to develop your skills. Have a plan. Invest in your own professional development. Follow up. Stay resilient.
A good resolution: practice what you preach and teach to the lawyers in your firm or department. Lead by example!
If so, consider making yourself a promise. Make this your year to get some shoes! Or, if you like the shoes you own, get 'em shined.
Learn something new. Continue to develop your skills. Have a plan. Invest in your own professional development. Follow up. Stay resilient.
A good resolution: practice what you preach and teach to the lawyers in your firm or department. Lead by example!
RFPs - Stop the Madness
Too often, it seems, we are reminding lawyers in law firms to be client focused. Not this time.
This one is for the clients.
One of the recent, complaints I've been hearing (loudly) from our law firm colleagues is about responses to RFPs. It was bad enough when prospects and clients began using procurement folks (who haven't a clue or don't seem to give a hoot about the relationship aspects involved in the delivery of professional services) to write their RFPs.
Now, RFPs are coming in - and I mean voluminous things - that demand a 3-5 day turnaround.
Why? What purpose does this serve? To see how many law firms have staff who are willing, loyal or silly enough to stay awake for hours on end creating materials and putting these things together for the lawyers to review and approve? How does this facilitate any client's ability to assess a law firm?
It would be great if law firms would, just once, say NO. Wouldn't it turn the industry upside down if firms banded together to stop this obnoxious practice? What if they all responded: "We respect and appreciate our staff and our lawyers as much as we do our clients. This means that we expect to go the extra mile for our clients. It does not mean engaging in activities that, by design, cause inefficiencies, disruptions and hard feelings in our firm. While we would love the opportunity to work with you, the approach that is being taken at the outset of (or during) our relationship implies that you do not share this core value. We respectfully decline to respond."
Dream on, right?
This one is for the clients.
One of the recent, complaints I've been hearing (loudly) from our law firm colleagues is about responses to RFPs. It was bad enough when prospects and clients began using procurement folks (who haven't a clue or don't seem to give a hoot about the relationship aspects involved in the delivery of professional services) to write their RFPs.
Now, RFPs are coming in - and I mean voluminous things - that demand a 3-5 day turnaround.
Why? What purpose does this serve? To see how many law firms have staff who are willing, loyal or silly enough to stay awake for hours on end creating materials and putting these things together for the lawyers to review and approve? How does this facilitate any client's ability to assess a law firm?
It would be great if law firms would, just once, say NO. Wouldn't it turn the industry upside down if firms banded together to stop this obnoxious practice? What if they all responded: "We respect and appreciate our staff and our lawyers as much as we do our clients. This means that we expect to go the extra mile for our clients. It does not mean engaging in activities that, by design, cause inefficiencies, disruptions and hard feelings in our firm. While we would love the opportunity to work with you, the approach that is being taken at the outset of (or during) our relationship implies that you do not share this core value. We respectfully decline to respond."
Dream on, right?
Business Week Cites Rocky Roads Ahead for CMOs
The December 10 issue of "Business Week" on page 63 discusses the challenges many CMOs are facing. Substitute Managing Partner for CEO in the article, and the same buzz is blasting around today's law firms with specific emphasis on the AmLaw 200 firms. Driving ROI is the key to job security and the hubbub around today's firms is that CSOs are better at driving revenue results. How to head this off at the pass? Schedule a meeting TODAY with your managing partner and ask for feedback about your performance; is he/she happy with what's been achieved this year; what would they like to see for '08 on your task list? For areas that need strengthening (perhaps sales knowledge), take a program, (on your own nickel if you must) to learn from experts. Stay ahead of the curve and gain C-level success!
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