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Please join us on Wednesday, Nov. 19, 2008 for "Boots on the Ground: Equipping Attorneys to Sell and Deliver on ROI Do you ever feel like your firm might as well be lighting money on fire for all the missed opportunity or lost investment due to inconsistent attorney follow-through on strategic marketing efforts? Deb Knupp, Managing Partner, Akina, will present a case study that she developed with Bryan Schwartz, Chairman, and Mark Levin, Director of Business Development & Marketing, regarding Levenfeld Pearlstein's success with a new program that incorporates an 1) Air Strike; 2) Surrounding the Enemy; and 3) Boots on the Ground. This presentation gives marketers WHAT to share with firm Leaders to stimulate breakthrough sales thinking and HOW to execute an attorney-led sales effort. At the completion of the program, participants will be able to: 1. Understand how to maximize revenue and return on investment for Branding and Strategic Marketing through tactics of Sales Execution that include: |
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- Developing a Firm-Wide standard and protocol for business development.
- Key elements of a Practice Group Sales Playbook.
- Critical distinctions for successful sales execution.
- Overcoming attorney objections to selling.
2. Help Managing Partners and Practice Group Leaders know how to establish specific criteria for creating a Practice Group Sales Playbook.
3. Know how to facilitate a program for internal buy-in within the firm.
To read a recent article published on Law.com about Levenfeld Pearlstein, click HERE.
About Our Presenters
Deborah Knupp, Managing Partner, Akina
Deborah Knupp has worked globally with CEOs, executives, managing partners and attorneys as a coach, consultant and business executive for nearly two decades. She has helped these leaders align their people systems and business objectives to create cultures based on the principles of accountability, integrity and authentic relationship building. Her work has focused on making the work environment a place where employees "want" to be; where clients "want" to buy; and, where leaders "want" to serve a bigger purpose in their communities and families.
Deb Knupp is a founder and Managing Partner of Akina. Akina is a national consulting and training firm based in Chicago that helps lawyers rethink how to sell and lead though creating and sustaining relationships. Prior to Akina, Deb was both a sales and human resources executive in high-tech professional service firms and at Alcan Packaging, Frito-Lay, and Pearle Vision. She graduated with Senior Fellows honors in Organizational Communication from The University of Texas at Austin.
Deb has been a frequent speaker at LMA National Conferences and the LMA Midwest and LMA Southeastern Chapter as well as the Empowering Women Network, Make A Wish Foundation of Illinois and other charitable and professional associations.
Event Details
WHEN: Wednesday, Nov. 19, 2008
WHERE: Taft Stettinius & Hollister
Suite 3500
One Indiana Square
Indianapolis, Indiana 46204
TIME: Networking: 11:30 a.m. – Noon
Lunch and Program: Noon – 1:00 p.m.
COST: $25.00 – LMA Members
$35.00 – Guests & Non-Members
To Register, visit http://cecollect.com/vf/7130q9190W7961HsPY6.
QUESTIONS? Please contact Megan Wilroy, Program Chair, at mwilroy@foley.com or or Patrick Johansen at pjohansen@binghammchale.com. We look forward to seeing you at the program.
IMPORTANT NOTE: LMA Chicago policy states that all no-shows will be billed unless you cancel by NOON on Monday, Nov. 17, 2008.