Hellerman Communications is honored to be the sponsor of the 2019 Legal Sales & Service Awards. Recently, John Hellerman spoke with past award winner Liz Boehm of Benesch in order to glean the key elements of her firm’s winning initiatives and the secrets of their success. Here is what he discovered: Listen here!

Liz Boehm, Director of Business Development, Benesch Law: Team Everest

The marketing and business development team at Benesch, led by CMO Jeanne Hammerstrom, launched “Team Everest: the Peak Performers Summit” in the spring of 2016 after considerable discussion and planning that began in the fall of 2015. The primary goal of the program was to recognize attorneys who have worked hard to develop business, increase revenue and advance the firm’s footprint in its practice/industry areas and in the geographies where Benesch serves – while also getting the firm’s rainmakers together in one group to focus on increasing top line revenue. Key elements of the program include discussing their sales behaviors and making sure partners understand each other’s practices and the resources and expertise that could be shared across clients. In order to be included in the program, partners must have a book of business exceeding $1 million for each of the last three consecutive years.

“The group becomes a close-knit team and the partners get excited about being – and staying – a part of it. Other attorneys strive to become eligible.”

“The program forms the hub of our marketing efforts across the firm,” explained Liz. “Many of the action items for our marketing and business development team are conceived during the annual Everest summit.”

Indeed the Summit plays a key role in getting attorneys to collaborate with each other to develop new business. “As a result of both structured and open-ended discussions at the Summit, smaller groups of our partners – who may not have otherwise worked together – will often meet afterward to strategize about new client opportunities where they recognize they share mutual contacts and complimentary services,” she said. In addition, Liz credits the Summit’s discussions as the impetuous behind many of the firm’s most valuable product and service offerings.

It’s not all business though. A major aspect of the Summit is to reward the rainmakers for their effort and success. The 2019 Summit took place this week in Naples, FL and kicked-off with a variety of  opportunities to relax and enjoy one another’s company, followed by a casual dinner and cocktail party. The business began on the following morning, where all of the partners new to the group formally introduced their practices to their colleagues and a day of strategic planning, sales pipeline formation and discussion on topics such as integration and geographical expansion occurred.

“The attorneys arrive back at their desks to find lucite awards and a personal note from our managing partner thanking them for their attendance, and our team stays engaged with them to facilitate their stated practice growth objectives,” said Liz. “The group becomes a close-knit team and the partners get excited about being – and staying – a part of it. Other attorneys strive to become eligible.”

When asked if there was a common behavior the rainmakers shared, Liz didn’t hesitate: “They’re good at using our resources. All are pretty regular customers of the marketing and business development department and they’re very clear about who their clients and prospects are and what they need from us to grow their relationships. They also go above and beyond when it comes to knowing their clients’ needs and providing stellar service.”

Liz has been to three LSSO RainDance conferences and also didn’t hesitate to offer a plug for 2019 program (June 5 & 6 in Chicago): “It’s such a good event. It’s not too huge or overwhelming. The sessions are very informative, the speakers are always very good, and the GC panel is excellent.”