In Larry Bodine's PROFESSIONAL SERVICES MARKETING Blog, his post "Shock and Awe at LSSO," he comments on the "Defining Business Development" session, where Sue Stock Allison of the Brand Research Company and Katherine Daisley, Marketing Manager for ALM Research, presented the findings of the new "Law Firm Business Development Survey."
The survey of 157 law firm marketing directors and CMOs from November 2005 to January 2006 reported that sales training for the lawyers was the least effective factor contributing to the firm's revenue growth.
Larry rightly commented:
Without followup and without requiring the partners to compose personal sales plans, of course the training would be ineffective.
If you are considering sales training, as we are, take Larry's words to heart.
And what's up with "cost-cutting" making the list of factors contributing to a firm's growth - from CMOs? (If you get closer to your speakers, I bet you can hear me sighing!)
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