Our firm has consulted with David for many years to improve our culture of business development and general firm leadership. He is knowledgeable, experienced and fun to work with. He is extremely strong on implementation, follow up and accountability."Susan S. Brewer - CEO, Steptoe & Johnson PLLC
When it comes to business development, David Freeman is superb. He brings a cost-efficient and confidence-inspiring approach to the challenging task of improving law firm business development practices. He has a deep understanding of today’s competitive legal services industry, and knows how to teach busy practitioners how to compete and win. I highly recommend David for any organization looking to grow its business." Peter Kellett - Chairman and CEO, Dykema
I had the opportunity to see the impact of David’s work at one of my prior firms, and recommended that he be engaged by two other firms I subsequently joined. As a COO who is responsible for maximizing financial results, David has proven to be an asset who has shown our lawyers how to confidently and effectively pursue their best opportunities."Richard Wolf - Former Chief Operating Officer, Parker Poe LLP
Randy Crispen - PartnerRandy Crispen - PartnerLuce, Forward, Hamilton & Scripps LLP, San Diego
David’s presentations are phenomenal! His experience in the legal arena and expertise in leadership and business development give him the ability to do what few presenters do well: present strategic guidance and practical “to-do’s.” Attendees leave with a greater understanding of how they can make an impact in their firms.” - Adam Severson - Director of Business Development, Baker Donelson, LLP
Free Consultation
Phone: 310-773-7691

Contact Us

Sales Management Skills for Group Leaders

Do any of these look familiar?

  • Siloed groups and offices?
  • Inadequate cross-selling?
  • Low motivation to engage in client development?
  • Resistance to change, cynicism, and lack of trust?
  • Inconsistent delivery of client service?
  • Poor internal communication?
  • Weak implementation of new initiatives?
  • Misaligned comp and rewards systems?
  • Leaders who are ineffective managers?
  • Lack of time devoted to leadership?

Customized Leadership Programs

Law firms need leaders who know how to effectively manage, protect and grow the business.

The problem is, many leadership positions are filled with lawyers who’ve never learned how to lead other lawyers, who don’t know how to create highly effective teams, and who have other priorities (billable hours, clients and prospective clients) that command more of their attention.

Our Sales Management Training and Coaching program can fill this leadership gap. It teaches your Lawyer-Leaders how manage others so they can improve their client relationships and grow revenue. It is a practical, street smart approach, customized to meet the needs of your firm and each leader, that can lead to a healthier, and more profitable culture of business development in your firm.

Why Coaching in Addition to Training?

True change comes from what leaders do, not from what they hear. The real work begins after training workshops, when leaders actively apply the lessons learned. To help your leaders navigate their unique set of circumstances, challenges, opportunities and skills, we provide months of personalized, one-on-one leadership coaching. As a result of the coaching, leaders ingrain new skills, accelerate implementation, and drive new levels of business development within and across groups.


By employing our customized Sales Management Skills initiative, you can:

  • Increase the quality and quantity of business development activity throughout the firm
  • Get others to deliver higher levels of client service
  • Develop new rainmakers
  • Introduce best practices from other law firms and industries
  • Set standards and establish cultural norms
  • Accelerate and improve leadership decision-making
  • Gets things done better and more quickly
  • Align business development with strategic goals
  • Enhance the overall culture of client development
  • Save time and expense by engaging in on-site training programs

Examples of Results

  • Increased business development activity within groups
  • Enhanced communication, collaboration, and cross-selling across groups and offices
  • Realistic, action-oriented marketing plans
  • Inspired action on group and individual plans
  • Increased personal accountability
  • More effective, action-oriented group meetings
  • Well-defined group goals and measures
  • Aligned rewards and recognition to motivate desired behaviors
  • Clarified roles, responsibilities, and authority as leaders
  • Increased effectiveness of new leaders
  • Improved delegation
  • Improved coaching and feedback skills

Who Should Participate?

These programs are specifically designed to support leaders who are responsible for guiding the business development activities of lawyers and staff such as Managing Partners, Executive Committee Members, Department Chairs, Practice Group/Industry Group/Client Team Leaders, Office Managing Partners, and other major initiative leaders.

Program Delivery

  • Conduct interviews with selected leaders to understand the big picture and learn how to blend our approach with your existing culture
  • Conduct a firm-wide business development culture survey and leadership debriefing
  • Customize and deliver an interactive training workshop and brainstorming session specifically focused on the needs of your firm/group
  • Initial one-on-one meetings with each leader to begin building customized action plans
  • Provide (as needed) templates for group and individual planning
  • Conduct months of individual telephone coaching scaled to each leader’s skill and needs
  • Participate in leadership group conference calls

Related Articles

The following articles can give you additional insight into our approach to leadership:

Contact Us to learn how we can help your leaders develop a vibrant culture of business development in your firm.