Once the essential foundation is in place and the firm’s key client teams are organized, group dynamics are working well, and the leaders are engaging discussion, the next step is for the team to think of their effort as one supporting a key element of the overall firm strategic plan. Building strategic accounts includes:
•Inviting the “voice of the client” into the planning process
•Aligning team strategy with the client’s strategic goals
•Beginning to develop contacts at various age levels (senior, mid and junior levels) to help facilitate long-term retention
•Developing operational and structural alignment with the client
•Developing a fluid “extended team” outside of the strategic client team for greater opportunities and value add
Presenters:
Silvia L. Coulter, Principal, LawVision Group LLC
James D. Pagliaro, Partner, Morgan Lewis & Bockius LLP
This program is not available for CLE credit.
If you intend to take a course for CLE credit, please make sure your state is listed in the "Accreditation" section to the upper right of the program description. Accreditation displayed is unique to the purchased program format (live conference, live webcast, on demand, podcast). Credit totals listed for live conferences are the maximum credits available. Credits issued will be based upon actual time in attendance. Credit totals for other formats are for complete programs. Partial credit is not available for any online or downloadable format.
West LegalEdcenter will not provide accreditation for states not listed.
This product is intended for individual use by the named purchaser. Group viewings for online programs may be arranged for five or more attorneys within the same organization prior to viewing by emailing west.wlec-sales@thomson.com.