John Hellerman and Beth Cuzzone of Goulston & Storrs co-write an article on the Legal Sales and Services Organization‘s (LSSO’s) inaugural “Legal Sales Uncovered” survey.

Here is an excerpt from their piece:

Results from the first Legal Sales and Service Organization (LSSO) survey, “Legal Sales Uncovered,” released in November, confirms that the role of law firm sales professional is becoming commonplace in the profession. But, despite the critical role sales professionals now play in driving bottom-line growth, the report reveals a disconnect in the way these professionals are valued and given a voice within their firms.

Law firms are serving an increasingly sophisticated client base. Firms need true sales professionals to help anticipate those clients’ needs and be proactive in their approach to service.

The Pay Is Good, but the Stress Is High, and Responsibilities Vary Widely Firm-to-Firm

The LSSO survey’s intention was to help “demystify the roles, responsibilities, salaries and important statistics of the emerging sales and service professionals in law firms” and to reveal new roles and responsibilities of these marketing executives. The survey, conducted in the spring, was distributed to sales professionals within law firms, regardless of size and geography. Approximately 60 individuals responded, nearly half of whom possessed a C-level title: either business development, marketing or both. More than half of the respondents were from firms with 250 lawyers or more.

The entire LSSO report and whitepaper can be obtained here. But let’s explore a few of the findings that demonstrate the impact sales professionals are having within their firms.

Read the article in its entirety here.