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OLYMPIC DOWNHILL RACING AND CLOSING SKILLS

Olympic skiers develop a very specific action plan on where they should be at every juncture, turn, jump and slope in order to produce a winning time. For outside counsel, they too need to create a ploan of attack that clearly differentiates them from their competitors. In their sales and presentations, they must emphasize what makes them unique.

For some firms, an heightened level of client knowledge is itself the differentiating factor. In that sense, the different components of business development training dovetail: client understanding IS law firm differentiation.

And once the attorney-seller understands this business and begins talking actual strategy as sales consulting services recommend, a critical frontier in the inside/outside relationship has been crossed. Without this type of effort, even an Olympic downhiller will go way off course.