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<b><i>Sales Speak:</i></b> Redefining Sales
Over 30 years ago, Bill Flannery introduced the legal world to the concept of “large account management.” Three decades later, the concept finally seems to be taking hold in law firms. Much of the credit should go to the law firm leaders who have recognized the value of organizing lawyers ' and firm success ' around clients. They know that managing key client relationships professionally leads to improved client service, client retention, revenue growth and better referrals.
What Is Large Account Management?
The concept of large account management (often called a “Key Client Team” program) sounds complicated and unfocused if you do not fully understand it. While the concept of “sales” sounds so simple: “I have something I want you to buy. Here it is. What do you think,” it is fair to say that large account management is actually the purest and most effective form of selling.
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