Transforming Lawyers Into Salespeople - Law Firm Alchemy - JD Supra

Melissa Croteau, Chief Business Development Officer, participated in a panel about the need for lawyers to become proficient at selling the services they and their colleagues provide. The panel took place during the LMA Mid-Atlantic Region Conference in Washington, D.C. on November 1st and covered four primary topics:

• What it's really like at the point of sale, and how buyers make buying decisions
• Creating a firm-wide sales process and vocabulary
• The importance of a differentiated client-centric value proposition
• Tactics for keeping lawyers on task for sales

"Transforming Lawyers Into Salespeople - Law Firm Alchemy" was originally published in the LMA Mid-Atlantic Region Newsletter and was picked up by JD Supra.