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Legal Sales & Service: Voice of the Client: CRANK IT UP!
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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Bit Parts
Summary Judgment Denied Defendant in Declaratory Action by Producer of To Kill a Mockingbird Broadway Play Seeking Amateur Theatrical Rights
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Disconnect Between In-House and Outside Counsel
'Disconnect Between In-House and Outside Counsel is a continuation of the discussion of client expectations and the disconnect that often occurs. And although the outside attorneys should be pursuing how inside-counsel actually think, inside counsel should make an effort to impart this information without waiting to be asked.