Developing a Long-term Key Client Initiative

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Developing a Long-term Key Client Initiative

• Legal Marketing Association
• Annual Conference
• March 11, 2010
• Presentation By Iris Jones

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Map to Business Development Success
Firm Management Commitment
Target Top Clients and Highest potential
Management Action
Upgrade Training/ Teams/People/ Systems/Technology
MAP to TEAM SUCCESS
Train/Coach Support
Reassess Profitability
Develop/Follow Improvement Plans
Management Oversight and Accountability
Manage Process/Knowledge
Measure Performance
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Develop a Strategy for Training

• Get to know your Partners
• Understand the law industry and your firm
• Familiarize yourself with financial/strategic
  goals of the firm
• Design programs to fit your firms culture and
  needs

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2010 Training Calendar
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2010 Individual Action Plan
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Business Plan Progress Report
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2010 Business Plan
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Identifying Business Expansion Opportunities
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Industry Action Plan
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Cross-serving Action Plan
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Revenue History Sample
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Goal Practice Area Diversity
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Goals

1. Increase client satisfaction and loyalty
2. Increase revenue and profit
3. Protect or expand relationship
4. Increase market share

Opportunities Problems
Enhance or Inhibit Enhance or Inhibit
Strengths Weaknesses
Client Perceptions Client Perceptions
Objectives (Created from SWOP) Objectives (Created from SWOP) Objectives (Created from SWOP) Objectives (Created from SWOP)
Priority Action Plans Who When
H30 days M90 days L120 days NTD
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Passion for Collaboration