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<i>Sales Speak</i><br>Business Development Best Practices: Client Teams

By Bruce Alltop

Recently, my LawVision colleagues and I have noticed a major uptick in client requests to help them with their Client Team programs. In corporate America, client team programs or strategic account management is a business development keystone in nearly every sales and marketing strategy. In fact, many organizations have business development and marketing teams dedicated to key client account management. Most businesses rely on a large portion of their annual revenue resulting from recurring business from their existing clients.

For those of you with sales or sales management backgrounds, in addition to the revenue stream created by recurring revenue, it also has the added benefit of a lower cost of sales, which makes it highly desirable. At long last, law firms of all sizes are incorporating similar strategies across their firms. Since I have a great deal of experience in the area of client team development as well as strategic account management, I offer the following guidance to the reader who may be in the throes of a client team program deployment or simply contemplating taking on the challenge.

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