TRP 141: Strategic Account Management with Silvia Coulter

23 snips

Mar 30, 2023

In this engaging conversation, Silvia Coulter, co-founding principal of LawVision and a veteran in sales and client planning within the legal sector, shares her insights on strategic account management. She highlights the importance of proactively managing client accounts to boost long-term revenue growth. Silvia discusses aligning legal services with clients' business goals, overcoming internal hurdles, and building effective teams for client engagement. She offers practical steps for firms to enhance client loyalty and drive sustainable growth.

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INSIGHT

Account Management Is A Strategy Not A Program

Strategic account management is a firm-level go-to-market approach, not a temporary program.
It focuses on retaining and growing revenue by aligning services with client strategy.

INSIGHT

Clients Say Firms Don't Understand Their Business

Clients rarely feel their law firms truly understand their business.
Other professional service firms often succeed here, offering a model law firms can emulate.

ADVICE

Request Clients' Strategic Plans

Ask clients for their strategic plan or an executive summary to understand their business goals.
Use that insight to anticipate legal needs and become proactive, not reactive.

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Silvia Coulter, co-founding principal of LawVision, about strategic account management and how law firms and professional service providers can strengthen client relationships to drive long-term revenue growth. Silvia explains that firms often overlook the importance of proactively managing key client accounts, instead relying on passive relationship-building. She shares proven strategies for implementing a structured approach to client retention and expansion.

Key topics include understanding a client’s business goals, aligning services with their strategic needs, and expanding relationships within an organization by identifying key decision-makers. Silvia also discusses the biggest challenges firms face when implementing strategic account management, such as internal resistance, lack of planning, and misalignment between client expectations and firm capabilities. She provides actionable steps for firms to build successful account management strategies, ensuring that clients remain engaged and satisfied. Whether you're in law, accounting, or consulting, this episode offers valuable insights into improving client loyalty and generating sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Silvia Coulter is a Co-founding Principal of LawVision. Silvia is widely regarded as one of the legal industry’s most experienced sales, key client planning, and leadership experts. Her experience includes working as a former strategic account executive and sales leader at a Fortune 50 company, a chief marketing and business development officer at two global law firms, and a consultant and facilitator to firms across the globe.

Law firm leaders rely on Silvia’s experience and assistance with leadership development, strategic account analysis and planning, and business development strategy. She is a co-founder of the Legal Sales and Service Organization (Legalsales.org), a Past Elected President of the Legal Marketing Association, and an elected Fellow of the College of Law Practice Management. Silvia is the co-founder of BizDevGals, a certified businesswoman enterprise, to help women in professional services to achieve their revenue goals. She is a frequent speaker and facilitator at law firm retreats and legal industry meetings.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://lawvision.com/consultants/silvia-l-coulter/

https://www.linkedin.com/in/silviacoulter/

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