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Featured Articles
Sustaining Practice Styles
by Timothy G. Leishman
If you've attended any Sugarcrest program in the past two years, you've heard about Tim Leishman's Sustaining Practice Styles Model. Together, Sugarcrest Development Group and Leishman Performance Strategy have delivered successful training programs for hundreds of lawyers based on it and have raised the awareness of the model throughout the legal community. The four styles of business development success (Rainmaker, Hired Gun, Point Person and Brain Surgeon) have resonated with virtually all lawyers who have heard about them. By popular demand, we are pleased to publish the paper that started it all.
[FULL STORY]
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What Client Surveys Are and Why Law Firms Should Do Them
by Dr. Mark T. Greene, Ph.D.
The case for client satisfaction research is so compelling that you would think that it would become a a universal practice. Given the multitude of benefits, including developing new business from existing clients and solving problems that might be threatening vital client relationships, it's amazing that more firms don't conduct them. In this first installment of a three-part series, Dr. Mark Greene makes the case for client surveys and lays the foundation for the future installments of this compelling series.
[FULL STORY]
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Elements of an Effective Surveying Program
by Felice Wagner
Regardless of the format, virtually all successful surveying efforts share some common elements. Learn how to make your firm's investment in this valuable marketing tool work.
[FULL STORY]
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Survey Says Lawyers will Assume Lead Sales Role
Last month, we asked you whether lawyers or nonlawyers would lead your firm's sales effort. In response, 63% of you answered that lawyers, not salespeople, would take the lead.
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WHAT'S NEW
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Sugarcrest CEO Felice Wagner to Appear at Two Upcoming Conferences
What do clients think about satisfaction interviews? Sugarcrest CEO, Felice Wagner will chair a panel addressing this question at an upcoming conference. The Client’s Perspective on Client Interviews will take place on July 21, 2003 at the Le Meridien Hotel Chicago as part of a one-day conference on Why and How Your Law Firm Should Be Conducting Client Interviews.
On July 22, 2003, Wagner will team up with Mark Cowan, Partner and Head of Business Development and Marketing for Patton Boggs LLP, to discuss Securing Buy-in for the Business Development Officer. Wagner and Cowan's session is part of a second one-day conference, The Latest in Law Firm Business Development, being held at the Le Meridien Hotel Chicago.
The back-to-back events are being offered together or separately. To learn more, Click Here.
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