Case Study
Two: Sales Skills for Sector-Focused Teams
| "Jamie understands
law firms and deploys a lively and engaging style
to bring the necessary dose of reality to this
kind of training. He also invests the time to
get under the skin of a firm's culture in order
to focus the programme around specific needs.
For us, this is to help our lawyers develop both
the skills and the tool-kit to attract new business
from existing clients and prospects."
Director of Business Strategy, Law Firm |
Background
With a strong reputation in several key disciplines,
the London office of this European law firm was looking
to raise the level of work that it knew its expertise
demanded. The firm’s Director of Business Strategy
had worked with the partners to establish a clear strategy
for the firm’s growth, and now wanted to build
the sales skills around sector-focused teams.
Opportunity
To deliver a programme to develop partners’ and
associates’ ability to build new business. The
head of training and development stressed that the firm
wanted something bespoke; accurately reflecting the
firm’s particular culture, ability levels and
specific requirements.
Action taken
First we interviewed a cross-section of those attending
the programme, and worked with the business development
and training departments to design a programme that
complemented existing initiatives. In the first phase
we delivered the same programme of 4 half-day sessions
four times, once for each sector team. A second phase
was run to include those who wanted to attend as a result
of the success of the first phase. The programme was
fully backed by the managing partner, and we designed
modular sessions which allowed delegates to fit the
sessions around their client-work to ensure that all
team members could attend.
Results
Team targets were met and exceeded; the firm’s
turnover increased by 30% over the 24 months of the
project, which ran into 3 phases. The implementation
included up-skilling the in-house team, and refocusing
the programme as a new Marketing Director came on board.
Next >> Case Study Three: Building
a Client-winning Team
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