1. Developing a Long-term Key Client Initiative
Legal Marketing Association
Annual Conference
March 11, 2010
Presentation By: Iris Jones

2. Map to Business Development Success
Firm Management
Commitment
Target
Top
Clients and
Highest potential
Management
Action
Upgrade Training/
Teams/People/
Systems/Technology
MAP to
TEAM SUCCESS
Train/Coach
Support
Reassess
Profitability
Develop/Follow
Improvement Plans
Management
Oversight
and
Accountability
Manage
Process/Knowledge
Measure
Performance

3. Develop a Strategy for Training
Get to know your Partners
Understand the law industry and your firm
Familiarize yourself with financial/strategic goals of the firm
Design programs to fit your firm’s culture and needs

4. 2010 Training Calendar

5. 2010 Individual Action Plan

6. Business Plan Progress Report

7. 2010 Business Plan

8. Identifying Business Expansion Opportunities

9. Industry Action Plan

10. Cross-serving Action Plan

11. Revenue History Sample

12. Goal: Practice Area Diversity

13. Objectives (Created from SWOP)
Goals
Increase client satisfaction and loyalty
Increase revenue and profit
Protect or expand relationship
Increase market share
Opportunities
Problems
Enhance or Inhibit
Strengths
Weaknesses
Client Perceptions
Objectives (Created from SWOP)
Priority
Action Plans
Who
When
H=30 days
M=90 days
L=120 days
NTD

14. Passion for Collaboration