Compensation for Client Development

Practice Management:

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Market Areas > Practice Management > Compensation for Client Development

Compensation for Client Development: Tracking, Measuring and Rewarding for New Business Origination

Course Description:

In today’s competitive law climate, firms are increasingly looking for ways to unlock the selling potential of their lawyers and create a culture of business development.

Client development, or origination, is one of the most crucial factors for figuring partner compensation. Despite this, most firms still struggle with tracking, measuring and rewarding client development efforts. Why?

Because best practices for rewarding these essential skills are difficult to define and manage.

With this critical “how to do it” audio conference on CD, our expert faculty will help you clearly define origination and understand potential solutions for tracking and compensation. They’ll also discuss the emerging importance of compensation models and incentives for driving business development in law firms.

During this need-to-know program, you’ll also learn:

How to define origination and really know what to measure
Pro and cons of the most commonly used methods
Crucial characteristics of successful compensation plans, bonus structures and measures of performance
How measuring origination of clients motivates partner behavior
Techniques to help you understand the strengths and weaknesses of your current system
Common hurdles faced in business development compensation initiatives
Recommendations for using the firm compensation model to exhibit value and get rid of internal competition

Featured Faculty:

H. Edward Wesemann, Consultant , H.EdwardWesemann, LLC

Ed Wesemann specializes in assisting law firms with strategic issues involving market dominance, governance, merger and acquisition and the activities necessary for strategy implementation. Ed is considered to be the leading global expert on law firm strategy and culture and has worked with law firms in the UK, Europe, Africa, China, Australia and New Zealand, and South America as well as the U.S., Canada and Mexico.

Ed is the author of four books on law firm management including Looking Tall by Standing Next to Short People, Creating Dominance: Winning Strategies for Law Firms, and The First Great Myth of Legal Management is That It Exists. In addition to having published over 100 articles, Ed is a frequent speaker and the author of a monthly email message that is read by thousands of law firm leaders around the world.

Ronda Muir, Senior Consultant, Robin Rolfe Resources, Inc.

Ronda Muir is a Senior Consultant with Robin Rolfe Resources, Inc.Her expertise is in lawyer personalities and organizational development. She draws from her experience in law, behavioral science and conflict resolution to offer business-savvy, psychologically sophisticated and real-world solutions to people management issues in the legal workplace. By enhancing these dynamics, her clients achieve the collaborative, energized culture that best supports lawyers and the clients they serve.

Ronda has advised Fortune 500 corporations and law firms of all sizes on the personal dynamics that are unique to law firms and law departments as they impact such issues as management structure, compensation, retention, leadership development, diversity, risk management, culture, morale and communication. She is a frequent speaker and an award-winning author.

MONEY-BACK GUARANTEE:

We're so confident you'll get what you want out of this program that we'll refund every penny if you're not completely satisfied. No questions asked! It's 100% risk-free!

Pricing:

Item	Sale Price (Expires July 20th)	Price
CD and Materials	$265.00	$365.00

Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.

CLE:

CCM provides audio conference attendees with CLE credit processing services. To expedite CCM processing your CLE request, please complete and submit the evaluation form available from CCM at the conclusion of the audio conference. It will be necessary to enter the following information: name of each attorney requesting CLEs with full contact information, including e-mail address, bar number, and the state in which the attorney wants credits. Each attorney requesting credits must submit an evaluation.

Please be advised CCM audio conferences are subject to approval from each CLE issuing organization and approval is not guaranteed (state bar associations in Delaware, Indiana, Kansas, Ohio, and Pennsylvania do not grant CLE credits for audio conferences). The approval process takes approximately 6 - 8 weeks for most organizations but can take as long as 3 - 4 months. You will be notified via e-mail with the final status of your CLE application.

Any person applying for CLE credits must attend the audio conference from start to finish (attendance will be taken for compliance reasons). Requests for CLE credits must be received no later than two weeks following the conclusion of the audio conference or live conference. CLE credits are not available for CD recordings.

If you have any questions regarding CLE credits, contact Jill Adler at 631.368.2082 x 21 or jill.adler@meeting-matters.com.

Each CCM event presents a variety of information and is presented for each organization to develop its own approach and methodology.

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