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"We were spending hundreds of thousands of dollars per year on responding to RFP's. What we realized was that we did not have a good understanding of what they needed our service for. We have alot of great attorneys and provide alot of value to clients. The RFP's came down to price most of the time. Without understanding their needs, and them seeing our value, we had become a commodity. An expensive lesson that has cost us millions over the years in time and resources. Your process helped us put key markers in place that determined whether we would invest in answering an RFP. Last year we reduced our cost by about 80% and improved our win rate by 3 times."
Managing Partner, AM Law top 50 firm in New York
"Unfortunately we had to let attorneys go with the economic downturn this year. Most were associates and counsel. That left a gap in our attorney-to-partner development. The associates that we have are excellent and represent the future of the firm. We want them to start developing business. The problem that we had is that they have never had to sell. Great attorney skills, but no client development skills. Your seminar created a great baseline of knowledge that was able to be applied in the individual planning that you did with each. The incremental revenue grew substantially. The firm culture has really changed and everyone has taken ownership in the direction that wasnt there before. Would highly recommend you for associate growth and assisting existing partners."
Managing Partner, Large southeastern regional firm
"We were expanding at a pretty good clip and you worked with us to blend everyone together and help us articulate a mission moving forward."
Managing Partner- Florida statewide firm.
"Through our expansion, we had acquired several good partners and groups in different geographic areas. The problem became no one knew who to call if they found a piece of business that another attorney could handle in many cases. In other cases, they had tunnel vision on just their specific area of practice. We need to do a better job leveraging our strengths into existing client accounts. The work groups that you facilitated at our firm retreat established some great wins from the deal teams that were put together. It seems simple now. The questions an attorney with one practice set can ask to determine if there are other issues that a company is dealing with that another of our attorneys can help with.."
Executive Director- 300+ attorney national firm
"I give a ton of seminars and get leads from them. My problem was that I couldnt convert leads into qualified prospects. You gave me a different perspective on how to deal with this and simply getting them to write down business goals on the contact cards was a huge conversation starter that has converted into business."
AV-rated Tax Partner- AM Law top 20 firm
"I admit that I was skeptical about bringing in a consultant to help our marketing team. Really you took our marketing plan and made it practical for attorneys to execute on. This has really increased our brand awareness."
Marketing Director- New England regional law firm
"There are alot of attorneys and firms that do what we do, but I would argue that we do it better. You kept saying what do your clients say. We never asked. In fact, some of the reasons they work with us weren't in my top five. There is alot of value that we hadn't tapped into effectively enough. Alot of money left on the table that is pure profit that we have never gone after. Your thoughts on integrating messaging with the value that clients have seen in us has made a dramatic difference in revenue per client."
Managing Partner- Mid-sized law firm in DC
"We have been having quarterly success measuring meetings with clients for over 2 years now. Our retention rate has improved from 87% to 96%. We are not the cheapest firm in the market by a stretch. Over this economic downturn, we havent lost a significant sized client because of our rates, and have actually picked up more business from existing clients. The framework that you helped us establish really puts us on an equal footing with our clients when it comes to measuring our relationship. Two key points: If something isnt going well we are able to address is much quicker. The other is we have an opportunity to learn more about their business issues and secure additional business to help them address those issues."
Firmwide Managing Partner- International AM Law 200 firm
"Insurance companies have been squeezing all of the firms that work with them. We realized that we were negotiating lower bill rates every time that we turned around. Was that or risk losing clients. You said, without value established, price has no meaning. For the lower transactional type litigation we decided to let that go and focus on how we can establish value based on what our customers tell us they need. Over the past year we have raised our rates and we are doing more sophisticated work. The measuring questions that you discussed have helped us find those areas of value with prospective clients. Possibly more important, we can disqualify bad opportunities much earlier."
Managing Partner- SE Regional Civil Litigation firm
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