Click Here to Submit your Nominations by April 26, 2017

LSSO's Third Annual Legal Industry

Sales & Service Awards 

recognize both individuals and teams that played a significant role in helping their firms drive revenue through a specific sales or service initiative in the past year. 

Winners will receive a 1-year membership to LSSO, bragging rights and an elegant glass trophy to be displayed at your firm.

Sales & Service Awards winners will be announced at LSSO's 14th Annual RainDance Conference on May 9 & 10, 2017 in Dallas. 
Register Here.

Nominate a Sales & Service Executive of the Year

Nominate a Sales & Service Team of the Year

Our panel of esteemed judges are looking forward to receiving your nominations.

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JOIN US
LSSO's 14th Annual RainDance Conference
May 9th & 10th, 2017 ~ Dallas

Learn what's working (and what's not) at our industry's foremost peer-to-peer conference exclusively focused on legal sales, service excellence and process improvement.

Register for RainDance

Conference Agenda at a Glance Complimentary Pre-Conference Workshop Skating to where the puck will be: Finding growth in a flat market Do you want to stay ahead of the curve when it comes to firm growth? One of the most difficult challenges facing firms today is finding the insights and tools to help them find growth in a competitive and challenging market. This session will highlight the fundamental elements of finding growth in a flat market. Discussions will revolve around determining the future of the market, leveraging tools and processes for cross-selling and measuring successes, and finding, in the end, your puck to score the big goal. There are a limited number of spots for this in house professionals-only workshop. Registration is required. Keynote Sessions Are We Distinctive? Creating Compelling Experiences to Win More Business Firms that tend to win in competitive bid situations have that special something that separates them from the pack. Something that gives them the edge when the playing field is seemingly level. It’s elusive – even a bit mysterious. However, clients know it when they see it and will pay more to have it. The firm that finds it is the one that wins – time and time again. Rick and his team have studied hundreds of pursuits – both wins and losses – to help firms better understand what it takes to win from the perspective of their clients and prospects. This highly-engaging and interactive presentation will have you tweaking your next pursuit strategy. Rick Davis, Senior Director, RSM The Present and the Future of Legal Technology and its Impact on Client Acquisition and Retention Technology, innovation and the changing market for legal services is impacting how law firms acquire and retain clients and how law firms remain profitable and competitive. Professor Gabriel Teninbaum will explore the legal innovation landscape and changes on the way. Hear how large and small law firms are incorporating technology, responding to client demands and feedback, and how AI and other technologies and trends continue to impact the competitive legal landscape. Gabriel Teninbaum, Professor of Legal Writing; Director of the Institute of Law Practice Technology & Innovation, Director of Law Practice Technology Concentration, Suffolk University Law School   Sessions May 9 & 10 Using the Voice of the Client to Feed Predictions of Client Growth or Jeopardy in Firms The Science of Creating Great Sales Presentations - A Hands-On Workshop An Insider's View: Compensation Survey of Law Firm Marketing and Sales Professionals Pricing for Client Value - A Hands-On Workshop Rapid Fire Client Panel: A RainDance Original Anatomy of a Legal WorkOut™ - Using PI and PM for the Win-Win Moving from Reactive to Proactive: Managing The Cultural Tension of Legal Sales Using Technology and Data to Close Deals and Improve Client Service LSSO Coaching Certification Program Plus... LSSO's 3rd Annual Sales & Service Awards - submit nominations by April 26 Case Studies Networking Opportunities  See the full agenda and Register Now for RainDance

Conference Information Registration:  LSSO Member   $675  Non-Member  $800  Sales Team (3-5 people)  $675  Sales Team (6+ people)  $650 Hotel: LSSO has a limited number of rooms at the Magnolia Hotel at a reduced rate of $179/night. It is 3 blocks from the Tower Club. Please click here to book your reservation.  Register Now   2017 LSSO & RainDance Conference Partners

Back by popular demand: Rapid-Fire GC Panel

The Legal Sales and Service Organization is bringing back its rapid-fire GC panel event at this year’s RainDance™ Conference on May 9-10 in Dallas, TX.

This year’s GC panel program will feature some new and timely topics in addition to the traditional areas of inquiry into what law firms are doing well and not so well.

Hear directly from Chief Legal Officers

John O. Cunningham will once again lead this fast-paced panel featuring: direct one-word, one-sentence and one-minute answers to poignant questions about client concerns with legal services and sales, including:

• What gets you hired or fired
• What they want to hear in pitches and what they hate
• Actual examples of great pitches and great service
• How they find and access law firm content (and what devices they use to get it)
• What they read and what they ignore
• Their own individually selected “hot button” issues regarding legal service and sales

Meet our GC Panelists

• Audrey Rubin, Vice President and Chief Operating Officer for the law department of Aon Corporation, a global provider of human resources and risk management services
• Telisa Webb Schelin, Executive Vice President, Chief Legal Officer and and Secretary of TIER REIT, Inc., a publicly traded real estate investment trust listed on the NYSE
• Allen Walker, Executive Vice President and General Counsel of Heritage Health Solutions, a health care delivery and management provider that serves federal, state, county, and municipal agencies
• David Wheeler, the General Counsel of BBA Aviation’s aftermarket services group, which provides aviation ground services, including repair and overhaul of jet engines and aircraft cleaning and maintenance work.

Have you ever wondered how your law firm’s marketing and business development (BD) strategy benchmarks against other firms like yours? Participate in the 2017 Marketing & Business Development Survey from LexisNexis® InterAction® and LSSO to discover the answers. You’ll also have the opportunity to win one of three gift cards. 

Join us at RainDance to hear the survey results. 

Take the Survey
Register for RainDance

LMA Members - contact me for the LSSO member discount code to register for RainDance 2017.

RainDance is May 9 & 10, 2017 in Dallas, TX. Find more information here.

Contact Kirsten Lovett at klovett@legalsales.org for your discount code.

Are We Distinctive? Creating Compelling Experiences to Win More Business

Firms that tend to win in competitive bid situations have that special something that separated them from the pack. Something that gives them the edge when the playing field is seemingly level.  It's elusive - even a bit mysterious. However, clients know it when they see it and will pay more to have it. The firm that finds it is the one that wins - time and time again.

Rick Davis, Senior Director at RSM, a leading provider of audit, tax and consulting services, and his team have studied hundreds of pursuits - both wins and losses - to help firms better understand what it takes to win from the perspective of their clients and prospects. These years of research have exposed that special something that makes a firm distinctive. 

Gabriel Teninbaum on the Present and the Future of Legal Technology and its Impact on Client Acquisition and Retention

Technology, innovation and the changing market for legal services is impacting how law firms acquire and retain clients and how law firms remain profitable and competitive. Professor Gabriel Teninbaum will explore the legal innovation landscape and changes on the way. Hear how large and small law firms are incorporating technology, responding to client demands and feedback, and how AI and other technologies and trends continue to impact the competitive legal landscape.

Gabriel Teninbaum is a professor of legal writing at Suffolk University Law School. He is the Director of the Institute on Law Practice Technology & Innovation and the Director of the Law Practice Technology Concentration at Suffolk University Law School.

Join LSSO at RainDance on May 9 & 10, 2017 to hear Rick Davis, Gabriel Teninbaum and law firm sales and service professionals share their industry knowledge and insight.

Visit RainDance2017 for more information on speakers and to register.

From the Editors Desk: Your Insights Wanted

By John O. Cunningham, Chairman of the Editorial Board

The greatest asset of the Legal Sales and Service Organization (LSSO) is the collective knowledge and experience of its members. We want to share that collective resource with all LSSO members, but in order to do so, we will need your input.

Please check out the brief thumbnails below regarding two surveys. Your anonymous input is wanted for the short, 10-question "Client Service Functions" Survey, and your help will be greatly appreciated in obtaining input from women lawyers for LSSO's fifth "Women Lawyers Rainmaking Survey."

Read the full March issue.

Want to keep up to date with news and trends related to sales and service? LSSO Updates are available by email and in the Members section of our website.

Sign Up to receive LSSO Updates by email.

Join LSSO to view past issues.

We are excited to share this link to LSSO's 5th Women Lawyers Rainmaking Survey.

Silvia Coulter and Catherine Alman MacDonagh are once again conducting this survey. Please take and/or share this survey with other women lawyers.

The first Women Lawyers Rainmaking Survey was conducted in 2003. At that time, it was one of the only surveys collecting data on women lawyers’ business development efforts and successes. The Women Rainmaking Survey now serves as a leading resource for law firms and attorneys.

The benchmarking data provides valuable insight into:

• The keys to rainmaking success
• Profiles of successful women rainmakers
• How much time is dedicated to business development for best results
• What business development activities work best
• What are the barriers to advancement, potential road blocks to success, and areas for improvement
• How firms and others are supporting women lawyers
• Best practices for firms and women lawyers

Please take the survey and/or share the survey with other women lawyers.

We will be sharing preliminary results at RainDance on May 9 & 10, 2017. If you haven't registered yet, click here to join us in Dallas, TX.

LSSO's 3rd annual Sales and Service Awards salute the efforts and results from individuals and teams who have helped their firm drive revenue. Our panel of esteemed judges are looking forward to receiving your nominations.

Judges: Darryl Cross, Cheryl Jekiel, and Preston McKenzie

Past Winners

Submit your nomination.

Want to keep up to date with news and trends related to sales and service? LSSO Updates are available by email and in the Members section of our website.

Sign Up to receive LSSO Updates by email.

Join LSSO to view past issues.

January 2017 Updates - Legal Industry Headlines and Trends for 2017 

By John O. Cunningham, Chairman of the Editorial Board

The Legal Sales and Service Organization (“LSSO”) asked its board of advisors and industry leaders to share with our members their forward-looking visions of legal industry headlines and trends in 2017.

They came up with an array of predictions related to competitive pressures and trends, mergers, automation, technology, data analytics, artificial intelligence and more.

Check out their insights below, and please feel free to send us your own suggestions, comments and contributions to our newsletter (which we hope to publish more regularly in 2017). You can send your input to Kirsten Lovett at KLovett@LegalSales.org or to John Cunningham at C3Cunningham@gmail.com.

Read the full issue.