Creating a sales culture:a discussion of law firm

business development and salesHans HaglundMike KrennAdam Stock

David Freeman

BACKGROUND

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www.venturepipeline.com

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www.venturepipeline.com

Agenda

Bootstrapping the process

Direct sales

Client teams, reviews & feedback

Tracking success

Other thoughts

BOOTSTRAPPING THE PROCESSWhat are the challenges?How do I get started?Who are our clients?What are our capabilities?

CHALLENGES

Marketing vs. business developmentCompensation modelsLimited resources

Who are our clients?

Client information

Who are our clients?

Competitive Intelligence

Business Trends

What services do we provide?

Services we provide

What services do we provide?

What services do we provide?

What services do we provide?

What services do we provide?

DIRECT SALES

What is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the challenges?

Registered Direct and At-the-Market Equity Offerings:

Trends for Raising Capital in 2010

Private Equity Landscape:Trends and Developments to

Follow in 2010

European Restructurings - Distressed Debt and M&A Opportunities

An Executive Roundtable Featuring Leading Experts in Finance and Law

Getting into the marketplace

CLIENT TEAMS, REVIEWS & FEEDBACKWhat is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the challenges?

Top 200 clients account for 60-85% of revenue

Typical distribution of revenues for top 200

0 200

Client reviews v. Client teams

Client Review

• 1-2 times/year• A review and

inspection process

• May turn into a client team

• About bringing full resources of the firm to the client

• Service oriented

Client Team

• 4-10 times/year• Pursuit process• Interdisciplinary

team• High growth

potential• Many contact

points• Pursuit oriented

There is no substitute for asking your clients

Every client has different specific needs:ResponsivenessBilling detail and formatsBudgets and summariesBench strengthBusiness referralsEducationEtc.

Find out what the needs are and address them

TRACKING SUCCESS

OTHER THOUGHTS