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