TRP 40: What's New in Law Firm Sales with Steve Bell

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Bell, senior consultant at LawVision and a pioneer in law firm sales strategy, about how the legal industry is evolving in its approach to business development. As the first person to lead a formal sales function at a U.S. law firm, Steve shares insights from his groundbreaking work at Womble Carlyle and his experience leading sales teams at Pricewaterhouse and Grant Thornton. He explains how the profession’s historical resistance to the word “sales” has shifted, with more firms embracing structured business development strategies and investing in experienced sales professionals.

Steve discusses the rise of strategic account management in law firms, modeled after successful practices in the accounting industry, and predicts that law firms will increasingly empower business professionals—potentially even as firm owners—as regulatory environments change. He outlines how firms can stay competitive by studying other industries, hiring the right sales talent, and exploring innovative ownership structures. For firm leaders and professionals looking to modernize their approach to client development, this episode offers valuable perspective and practical next steps.

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Steve Bell is a senior consultant at LawVision. A pioneer of law firm sales and marketing, in 2001 he created the legal profession’s first sales function at Womble Carlyle and continued to lead the team for 18 years. He was a longtime leader and was elected as Chair of Lex Mundi’s Marketing and Business Development Committee. Prior to his successful career at Womble, Steve built and led sales forces at Price Waterhouse and Grant Thornton, where he was a partner. This wealth of innovation and in-house experience renders Steve’s advice as leading-edge, pragmatic, practical and grounded in law firm realities. Steve and co-author Silvia Coulter, a principal at LawVision have written and will soon release a new book: SAM-Legal: From Key Clients to Strategic Accounts, A Guide to Law Firm Strategic Account Management.  “You may read more about Steve’s background and experience at https://lawvision.com/consultants/steven-m-bell/ 

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