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CD: 10/3/06 - Integrating and Maximizing Business Development Training

By ALM Staff | Law Journal Newsletters |
August 24, 2006

LJN Web Audio Conference Division





Panelists:

Rene Kraus
Director of Marketing and Business Development,
Patent Group, Fish & Richardson P.C.

Jim Hassett
Founder,
LegalBizDev

Deb Cochran
Marketing Manager,
Winthrop & Weinstine
Moderator:
Elizabeth Lampert
Director, ALM Web Audio Conference Division


Join us
Tuesday,
October 3, 2006
12:00PM – 2:00PM Eastern
Web Audio Conference

Integrating and Maximizing
Business Development Training:
Following up on what you learned

Tuesday, October 03, 2006
12:00PM – 2:00PM Eastern

Business development training requires a significant commitment of time and resources, and a vision of where participants in such a program want to be in their practice.  A number of law firms have learned the hard way that simply providing a sales or coaching program does not necessarily guarantee results.  Learn what it takes to implement the necessary strategies to get the most from your training efforts.  Our panel of experienced experts includes a legal marketing professional, a training developer and coach, and a practice group leader.

This presentation will discuss successful approaches that maximize training effectiveness, including:

  • Developing a marketing plan that focuses on the best prospects, desired outcomes and best approaches.
  • How to begin by researching the options for implementing the best approach for the firm, and the ideal candidates for this training.
  • Specific training tactics that can be used to improve measurement, including pre-training planning meetings to decide how a firm will judge success, and weekly reports of such measures as pipeline statistics, listening, and sales meetings.
  • Building follow-up and measurement criteria into the training, to assure that participants' objectives are SMART (specific, measurable, achievable, relevant, and timed).
  • Integrating the training and follow-up with other practice-wide initiatives, to assure synergy and to maximize impact.
  • How the approach can be altered or customized depending on different practice groups' objectives or the level of attorneys selected for the program, e.g., senior attorneys vs. new associates.
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