Become a Master Coach with our Certification Program 

Coaching is becoming a profession within the legal profession.  Learning to become a business development coach or to refine your coaching skills to help lawyers reach their full potential for developing business is a great career opportunity. Through Legal Sales and Service Organization's (LSSO) partnership with LawVision, we bring our attendees and members unparalleled opportunity for advancing their careers as business development coaches. Further, our coaching certification will provide you with the training, tools, and credentials to coach lawyers at all skill levels. 

LSSO's Coaching Certification program is delivered through classroom instruction by sales and coaching experts, accompanied by in house coaches who will provide case studies and examples of the day-to-day challenges and opportunities they face and discuss the methods for meeting those challenges and leveraging opportunities. Onsite programming, a live coaching session and one class follow-on webinar will complete your certification.

Register Here - Early Bird Discount Now Available

Facilitators:

Silvia L. Coulter, LSSO Co-Founder and Principal, LawVision Group

Jim Cranston, Principal, LawVision Group

Location: Goulston Storrs Conference Center, 400 Atlantic Ave, Boston, MA 

Dates: October 10 & 11, 2017

Registration: Early Rates Available - click here

Available Now for Pre-Order or Pick up a Copy at RainDance

They realize they cannot go it alone. They use teams and coaches to amplify their results. Many performers who have already surmounted exceptional tests and challenges and have succeeded in business, sports, the military, or the arts well beyond their peers think performance is only up to the individual. Many become frustrated when hours of hard work, years of experience, and expensive educations don’t lead them to the top of their domain. They are already among the best, but they want to be the best. 

The elite realize there is only so much they can do on their own to achieve that status. They understand they need coaches, colleagues, and competitors to provide the collaboration and competition that serves as a constant push to keep forward momentum going towards attaining that next level.

In Cultivating Excellence, Darryl Cross uses thirty years of experience to show top performers that the key to continued enhancement of performance and success is an exceptional coach and team that guides the elite performer to see situations and challenges in new ways (art), to perfect their craft to the nth degree (science), and to commit to deliberate practice that eliminates performance gaps (grit) and puts the summit within reach.

Coaching is becoming a profession within the legal profession.  Learning to become a business development coach or to refine your coaching skills to help lawyers reach their full potential for developing business is a great career opportunity. Through LSSO’s partnership with LawVision, we bring our attendees and members unparalleled opportunity for advancing their careers as business development coaches. Further, our coaching certification will provide you with the training, tools, and credentials to coach lawyers at all skill levels. 

Learn More

As a legal marketing professional, you understand the increased pressure to initiate, cultivate and secure relationships that make an impact on your firm's bottom line. That's why Bloomberg Law and the Legal Marketing Association have partnered to bring you research to provide critical benchmarking on priorities, staffing and objectives.

Download the newly-released 2017 report, “Aligning Legal Marketing and Business Development Resources for Law Firm Growth,” now to discover how and where law firms are investing in order to retain clients and find new business.

Key findings of the survey report include:

• More respondents (66 percent) predicted that firms would increase spending on marketing technology over the next two years than any other area, including content marketing (54 percent) and paid advertising (50 percent).
• Firms of all sizes employ on average one marketing or business development professional for every 25 attorneys.
• Respondents at mid-sized firms of 100-299 lawyers were the least confident that their firm’s marketing budget would increase over the next 12 months (23 percent thought it would), while respondents at small firms were most confident (44 percent).
• Action vs. Beliefs – Marketing & BD professionals report that developing greater knowledge & expertise in the client’s business and investing in client experience are the two greatest areas of perceived differentiation yet, investing in these areas does not receive the same budgetary focus.
• 28% of respondents indicated a desire for greater involvement in strategic planning.

Download the complete survey findings now.

1. Aon Corporation
2. TIER REIT, Inc.
3. Heritage Health Solutions
4. BBA Aviation

Register Now

Conference Agenda at a Glance

From the Editors Desk: Staying Up to Date on Trends and Competition

By John O. Cunningham, Chair, Editorial Board

Staying up to date on trends and competition can be overwhelming. LSSO's monthly updates and the annual RainDance conference are here to help. This month's Spotlight Article provides key findings and benchmarking data from Bloomberg Law's recent marketing survey. 

There is still time to register for this year’s RainDance Conference in Dallas on May 9-10. You'll hear from your peers and industry leaders on finding growth in a flat market, creating compelling service experiences, using the voice of the client, delivering great sales presentations, right-pricing, the present and future of legal technology, and what GC-clients love and abhor about legal service and marketing.

Please join and support our partners and sponsors this year, including Bloomberg Law, Thomson Reuters, LexisNexis, Practice Pipeline, gwabbit, Experience Management by Intapp, LawVision, LMA, Prosperoware, Rothschild Marketing and ContactEase.

As always, feel free to send us any other suggestions, comments or contributions to our newsletter by contacting Kirsten Lovett at KLovett@LegalSales.org or to John Cunningham at C3Cunningham@gmail.com.

Read the full edition of LSSO Updates - April 2017

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.