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Legal Sales & Service: Voice of the Client: CRANK IT UP!

By ALM Staff | Law Journal Newsletters |

The articles that the Legal Sales and Service Organization (LSSO) has published in a regular column for MLF the past year have focused on a variety of specific topics, like planning, alignment, and how to lead successful initiatives. But they all have one important thing in common. It is the need for law firms to really listen to their clients in order to elevate their service.

We are at a point in the industry where more firms say they want to pursue the business development course. While we have seen the disturbing trend of marketing staff 'becoming' business development staff, sometimes without any formal training or experience, we have also seen an influx of top-notch, experienced sales people from other industries into firms. LSSO's membership numbers are reflective of this growth. In our first year (2003-2004), membership increased by 59%, our second year (2004-2005), the increase held steady at 58% and during 2005-2006/2007 to mid-December, membership increased by 42%.

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