Don't Hunt Alone: How to Leverage the Power of the Pack for Client Teaming

Domains: Client Services, Business Development

It is a widely accepted business development principle that it is more cost-effective to keep and grow an existing client than it is to develop a new one. But how exactly can marketers help their firms ensure year-over-year client growth? Join seasoned legal marketers Carman Akins (Practice Marketing Director, DLA Piper) and Terra Davis (Diversity, Equity & Inclusion Manager, Norton Rose Fulbright) alongside LaToyia Pierce (VP Legal Affairs & General Counsel, FirstService Residential, Inc.) for a deep dive into client teaming best practices. This interactive workshop is appropriate for marketers at firms large and small who work with practice groups, sector teams, and geographic locations and will focus on how groups can partner together to provide holistic service offerings and grow client relationships. The session will cover key account management, client service best practices and provide an actionable blueprint for developing strong client teams with or without a formal key client account program.

You'll learn how to:

• Discuss how to use firm data and competitive intelligence to identify high-value clients who are poised for growth
• Explain how to create internal teams to service the end-to-end needs of the client from an in-house counsel perspective 
• Discuss how to ensure that your firm understands and aligns with the client’s core values along with understanding their business opportunities, challenges, and threats 
• Describe how to lead a discussion about business generation and growth by focusing on high-potential clients when you return to work

Presenters:
Carman Akins, Director - Practice Development, DLA Piper
Terra Davis, Chief Diversity & Talent Development Officer, Knobbe Martens
LaToyia Pierce, Vice President, Legal Affairs & General Counsel, FirstService Residential