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  • From Sherpa to Guide: Driving Revenue through Sales Coaching (Orange County)

From Sherpa to Guide: Driving Revenue through Sales Coaching (Orange County)

  • March 12, 2014
  • 11:30 AM - 1:15 PM
  • K&L Gates, 1 Park Plaza, Twelfth Floor, Irvine, CA 92614

Registration


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Law firm business development professionals and marketing partners are increasingly asked to help support senior associate, junior and equity partners’ efforts at driving revenue and meeting client needs. This workshop will focus on how to be most effective at in-house coaching and mentorship, and how to sharpen your existing skills as a coach.

 

Key topics include: working with firm financial data and incentives; coaching lawyers to build solid business development habits; creating and using pipeline tools; uncovering obstacles to lawyers’ success; communicating your results; and more.


Speaker: Craig Brown


Widely recognized as an authority on building law firm clientele, Craig has worked with law firms for over twenty five years in the areas of business development, training, coaching, strategy, knowledge management, research and as a practicing attorney. He is the founder of Modena Seminars and The Motivera Group and has developed and conducted hundreds of action-oriented seminars and workshops using leading edge, adult learning methodologies. Craig is the co-developer of the Lawyer Behavior ProfileTM used by hundreds of lawyers to identify and apply key business development strengths.


Honored as “Consultant of the Year” for three consecutive years at Thomson West, Craig has practical experience “on the ground” in law firm marketing including being part of a launch team that took an initiative from startup to 80% of market share in under four years, building a 100 million dollar revenue pipeline and increasing revenues by 300% within the first year of an engagement.  Craig uses his experience as a lawyer, business developer and seminar leader to train and coach lawyers to build relationships that lead to strong books of business and satisfying careers.

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