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<b>Sales and Service Strategies</b> Establishing a Key Client Sales Initiative

By Silvia L. Coulter and Jim Cranston
July 31, 2006

(Editor's Note: We at MLF are pleased to announce this new bi-monthly column featuring knowledge and information about sales and service excellence tips and tools, and thank LSSO for contributing authors and content.)

Key client sales initiatives can be as successful or as cumbersome as a firm wants to make them. Follow these simple guidelines for establishing the firm's major client initiative for success:

  • Identify the clients and prospects;
  • Identify the teams and include senior partners, junior partners, associates and support staff ' anyone who interacts with the clients;
  • Meet with all teams;
  • Educate teams about sales and client service;
  • Assign revenue goals;
  • Establish monthly and quarterly meetings;
  • Adjust compensation credit to benefit all team members;
  • Track the key clients' activities and those of their industry;
  • Schedule client meeting(s); and
  • Keep the process moving.

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