I recently attended a LA LMA chapter meeting titled “Breaking Through: How to Build a Successful Sales Initiative in your Firm." If it comes to your area I urge you to attend. It was not only inspiring but incredibly informative (and highly entertaining).
In his fast-paced, interactive session, Alvidas Jasin of Thompson Hine discussed some of the critical barriers that he broke though with his lawyers to build successful client teams and a successful sales effort:
The recession hit big law firms particularly hard. This past year has seen extensive layoffs and firms closing their doors. The traditional structure based on exorbitant billing rates and over staffed matters just doesn’t work anymore.