A Sales Culture For Law Firms: The Missing Link In Business Development - Paperback

by Rick Santangelo (Author)

This book is about incorporating the Sales function within a law firm's business development efforts. It addresses both the strategic side of how to plan and implement a sales process as well as the tactical aspects of pursuing a new client or expanding business within a firm's current client base, cross selling. Current economic and business trends are changing the landscape on how legal services are purchased by companies and this book addresses these trends and how to deal with them. Business Development is comprised of three elements; marketing, sales and client service. This book describes how to integrate the three as well as introduce successfully a sales function into your firm.

Author Biography

Rick Santangelo has been in sales for his entire career with over twenty years in professional services sales and business development. His first seven years out of school was spent with consumer products companies, Oscar Mayer & Co. and Texas Instruments as a District and Area Sales Manager respectively. Since then he has had held executive sales and account management positions within three professional services' industries. He has worked with Maritz, Inc., consulting with Fortune 500 sales and marketing departments, Ernst & Young, a Big 4 accounting firm and Thompson Hine, a Midwest law firm with 400 lawyers. He has been a member of LMA (Legal Marketing Association) and LSSO (Legal Sales and Service Association). Most importantly, he has taken the past four years and applied the basics of sales success in other professional services industries and adapted it successfully to the legal industry.