New and seasoned practice group leaders will be wise to expand client relationships and increase firm revenues by leveraging the potential of the lawyers they lead.
The role of practice group leaders is changing. More than ever, retention and growth of existing clients and new business development are vital to any firm’s stability and growth. As firms place more business development demands on partners and senior associates, it is crucial to provide the support they need to track and strategize about new pursuit opportunities and focus on closing new engagements. Creating that support structure shows that the firm values and supports their lawyers’ business development efforts and helps create a pathway to success.
Some of the sales leadership skills practice leaders may want to focus on include:
Growing a practice leader’s role to include sales leadership activities will help the firm grow many additional opportunities, track active revenue pursuits, and focus the efforts of important sales and business development professionals. Ultimately the firm will significantly benefit from realizing new revenue growth.
Originally published in PinHawk’s Legal Administrator Daily, March 15, 2021. Republished with permission.