“Do you ever have the sense that there are not enough new clients sending projects your way; that sales calls are a fraction of what they should be…and, that follow up is sporadic after the first one or two attempts?

Have you ever found it perplexing when an account manager was seemingly satisfied with the number of clients they have in a firm, even though they might only have a couple of buyers…at times, only one? Yet, you know that there are several other buyers in that firm who are sending their business to your competitors.

Have you, at times, felt as though you were being held hostage by one or two of your account managers hitting their numbers?” LB

“The harvest, i.e. next month’s numbers (outstanding, or disappointing), will always reflect the steps in the process that are being compromised. When an account manager attempts to accomplish a goal that can only be achieved if everything falls into place, the outcome, expecting too much from too little…is predictable. In the best of times, the business of litigation support has its challenges. Add a downturn in the economy to the equation, and everything from hitting your revenue goals to getting your receivables paid on time gets taken to a whole new level.” LB

“As a manager, your personal success, and that of your company, is predicated upon the success of your team. In fact, your performance is equal to the collective efforts of your team, and will always be judged accordingly. It takes no great ability to hold people accountable to a certain set of standards. That is not the challenge. The challenge is to hold yourself accountable to making sure you are not asking your team to perform at a level that exceeds their current level of training, or training and development you have either provided…or made available.” LB

“I know of so many people who have attended your sales training class over the years. I keep waiting for someone to say that they didn’t need it, or that it wasn’t useful, or that they just learned about selling traditional legal services instead of a full array of litigation support services, including technology services, but I haven’t found anyone. To the contrary, everyone, with no exceptions, has said it was just the best thing…all good.” President, Southwest

Over the years, we have trained as many experienced account managers as individuals who had recently been hired. It is commonplace for experienced account managers to increase their monthly revenue by 50% within six months of when they were trained. On average, we believe it is reasonable to project a $200K annual increase in revenue per account manager trained. With margins of 10%, that translates into increased annual profits of $20K per account manager.

Year after year, we have consistently received positive feedback from all over the country from the account managers we’ve trained, and their managers, who are thrilled with the impact our training has had on their performance…and their company’s bottom line.

If you have been thinking about professional training for your account managers but still have questions, give us a call. We would be happy to try and answer your questions…or give you a referral to one or more of our clients. You can also read testimonials from account managers and managers who have previously attended the 5-day training seminar. Let us hear from you if you plan to send one or more account mangers to an upcoming class.

You will find a Daily Subject Itinerary, Overview, and current Quarterly Schedule listed below. This is provided to give a detailed perspective on the Strategic Selling In The Litigation Support Industry seminar. Please call 1-800-929-8740 for seminar fee schedule, multi-person discounts, and availability.

Please note this seminar is designed exclusively for litigation support companies. However, we also have the capability of tailoring a sales training program for other niche industries when a client prefers to conduct “in-house” sales training.

Daily Subject Itinerary & Quarterly Schedule

Strategic Selling In The Litigation Support Industry

Training Seminar Exclusively for Litigation Support Companies

MONDAY

• Seminar Structure & Expectations
• The Legal Marketplace
  • The Litigation Process
  • Types of Law – Narrowing The Focus: Environmental Law, Bankruptcy Law, Securities Law, Merger & Acquisitions, Corporate Governance & Compliance, Intellectual Property, etc…
  • Law Firm Structure
  • The Profile of a Buyer: The Paralegal / Legal Assistant
  • The Five Most Common Questions / Concerns Related to Using an Outside Service Provider for a Document Production
  • How the Selling Points Address Concerns
    
• Technology Related Litigation Support Services
  • Document Imaging
  • Blowback & Image Printing
  • Document Coding
  • Optical Character Recognition (OCR Conversion)
  • Electronic Data Discovery / E-Discovery
  • Web-Based Document Repository / On-Line Review
    
• Electronic Discovery: An In-depth Review
  • What is EDD and Why is it Important?
  • The Process of Electronic Discovery
  • Giving EDD Its Proper Place in the Industry
  • The Profile of a Buyer(s)
  • The Most Common Concerns Relative to Selecting a Service Provider for EDD
  • Common Mistakes Made By Service Providers When Providing Technology Related Services
    
• The Fundamentals Of Selling
  • Effective Prospecting
  • Development Stages of Qualified Prospects
  • The Sales Cycle
  • Strategic Selling Points
    

TUESDAY

• The Sales Model
  • Pre-approach: Phone for Appointment
  • The Sales Appointment: The Visit
  • Introduction
  • Building Rapport
  • Strategic Questions
  • Set the Agenda
  • Address Needs
  • Close
  • Time Commitment
  • Referrals
  • Response to Pricing Questions
• Effective Use of Questions
• Learning to Listen
• Your Attitude Toward Objections and Methods for Handling Them
• Summary of Costly Mistakes

WEDNESDAY

• Follow-up Program
  • Setting the Appointment
  • The Visit
  • Follow-up Do’s and Don’ts
  • Alternative Follow-up Methods
• Your Territory Game Plan
• Advanced Selling Strategies
  • Building Long-term Relationships
  • Building Contacts With Attorneys
  • Selling Strategies for the Two Most Common Types of Firms
  • Selling Into a Law Firm That has a Facilities Management Contract
  • Using Your Clients’ Current Software as Your Platform to Sell Other Technology Related Services
  • Selling to Litigation Support Managers / Coordinators
  • Selling Strategies for “On The Fence” Prospects
• Additional Selling Techniques
  • Getting Work From Opposing Counsel

THURSDAY

• Tracking & Landing Big Projects
  • Contact Management for Large Projects
  • Request for Proposal (RFP)
• Customer Service
  • Providing Customer Service
  • Clients for Life
• Recovering From a Customer Disappointment
• The Production Cycle for Traditional Litigation Support Services & the Role of an Account Manager
  • Project Pickup & Call-in
  • Project Grading
  • Project Estimating
  • Writing Instructions
  • Project Check-in

FRIDAY

• Production Overview for Technology Related Litigation Support Services
• When to Stay Involved and How
• Techniques & Strategies to get the Best Price
• Pricing Spectrum for Traditional Litigation Copy
• Pricing Spectrum for Technology Related Services
• Delivering the Project: Quality Demonstration Points
• Negotiating Deadlines
• The Importance of Building Production Relationships
• Keys to Success
  • Goal-Setting and Action-Planning
  • Contact Management / Organization
  • Being a Sales Professional
  • How Success is Earned