Should We Set Up A Sales Team In Our Law Firm?

I have seen it done at one of the major accounting firms. They had a sales team of 3 people that followed up on target clients and made sales presentations directly to clients. That was over 10 years ago now. From everything I heard, it was quite successful and well-received by clients. I’ve also heard that some of the larger US law firms have sales teams in place.

Ideally, your attorneys should be doing the sales.  However, most attorneys aren’t trained in sales and don’t do a good job of it.  I have also seen law firm partners in action who spend virtually all their time on sales and networking activities and are the most highly paid partners in their firms if they get results. If you build the culture to allow this to happen, your young attorneys will recognize this and will be inspired to build their practices rapidly through standard sales techniques.

I know of one large US law firm that bought the rights to a generic sales training course, made only minor edits for law firm use, and now presents it as standard fare to all their attorneys. More firms are starting to recognize the need to develop their young attorneys’ business development and sales skills early on, given the increasing competition for clients in today’s rapidly changing legal environment.

About Colin Cameron

Founder of Profits for Partners, Management Consulting Inc. We provide strategic profit-focused advice to professional service firms based on 25 years of executive management and consulting experience. I am a management consultant, chartered accountant and former COO of a major Vancouver, BC law firm. My specialties are profitability improvement, strategic planning, firm governance, partner compensation, financial management and operations management. View all posts by Colin Cameron

3 responses to “Should We Set Up A Sales Team In Our Law Firm?

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: