This firm focuses on legal services for mid and large sized businesses in their region. They are known for their deep legal expertise and high-integrity approach to client service, but wanted to improve their business development results.
We were engaged by the Senior Managing Partners to develop marketing programs that would result in consistent new business opportunities. In addition, we implemented programs and processes to engage dozens of the firm’s partners to assist them in their individual business development efforts in order to improve results.
- Marketing & Lead Generation: We assisted the firm in clearly defining their primary target markets, as well as identify new markets into which they could expand. Further, we defined their market differentiation, value proposition messaging and buyer personas. We developed an extensive marketing contact database along with processes to consistently and professionally communicate with their prospects through numerous marketing channels.
- Business Development Process: We worked extensively with the Partnership to first understand their business development process, service offerings and market positioning.
We then closely collaborated to develop an end-to-end sales process to capture best practices for professionally managing their business development cycles. We implemented business development best practices models to guide their daily efforts and results. We then provided regular, on-going coaching and one on one reviews to ensure this new process was now part of their culture.
Prior to developing these organizational marketing and business development functions, the firm experienced modest annual growth. Once the programs were in place, new growth dramatically improved to double digit growth rates. The utilization of Associates and non-equity Partners has grown dramatically across the firm with significant new profits generated.