Page 56 - Legal Leaders 2018 Master Copy - 9
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Sales, Business Development, and Coaching Resources
Products for tracking progress with sales include client relationship management tools
such as SalesForce.com. The user interface has been greatly enhanced by a company from
Australia and more information may be found at their website.
InterAction, a relationship management tool sold by LexisNexis, was the frontrunner for
quite some time and remains popular particularly with the larger firms. Another popular
relationship management/sales tracking tool is ContactEase, which is offered by Cole Valley.
Their software has been the favorite of mid-size firms for more than 20 years. Some firms find it
helpful to use a simple spreadsheet to track sales performance of individuals, practices, offices,
or the firm. These tools, in general, help individual lawyers with their sales efforts by providing a
format to keep track of the best revenue-generating pursuits. These tools have largely been
adapted from business.
Lawyer coaching resources include LawVision Group, which has four well-established,
experienced coaches, all of whom have been inside law firms and in sales.
There are some organizations that also have useful resources and conferences. The Legal
Sales and Service Organization was founded to provide resources and a forum for members of
law firms who focus on sales. Their annual conference, The RainDance Conference, brings
together members in the legal profession whose job it is to oversee the sales and business
development efforts at their firms. The Legal Marketing Association also provides tools and
resources for sales and marketing members at firms. The association’s focus is broader since it
includes in large part sales and public relations and technology, their annual conference
combines all the specialties along the spectrum from marketing to sales.
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Products for tracking progress with sales include client relationship management tools
such as SalesForce.com. The user interface has been greatly enhanced by a company from
Australia and more information may be found at their website.
InterAction, a relationship management tool sold by LexisNexis, was the frontrunner for
quite some time and remains popular particularly with the larger firms. Another popular
relationship management/sales tracking tool is ContactEase, which is offered by Cole Valley.
Their software has been the favorite of mid-size firms for more than 20 years. Some firms find it
helpful to use a simple spreadsheet to track sales performance of individuals, practices, offices,
or the firm. These tools, in general, help individual lawyers with their sales efforts by providing a
format to keep track of the best revenue-generating pursuits. These tools have largely been
adapted from business.
Lawyer coaching resources include LawVision Group, which has four well-established,
experienced coaches, all of whom have been inside law firms and in sales.
There are some organizations that also have useful resources and conferences. The Legal
Sales and Service Organization was founded to provide resources and a forum for members of
law firms who focus on sales. Their annual conference, The RainDance Conference, brings
together members in the legal profession whose job it is to oversee the sales and business
development efforts at their firms. The Legal Marketing Association also provides tools and
resources for sales and marketing members at firms. The association’s focus is broader since it
includes in large part sales and public relations and technology, their annual conference
combines all the specialties along the spectrum from marketing to sales.
42
