Chief Sales Officer (CSO) Boardroom

Overview

The CSO Boardroom is designed to provide senior level law firm and professional services firm executives a forum for energetic and strategic discussion. All discussions are Boardroom confidential. The Boardroom summits will include discussions about these and other relevant topics:

  • The evolving role of CSOs, CMOs who oversee sales, and Sales Leaders—the new faces of influence
  • Building and running a sales team
  • Recognizing sales success—“achiever’s club” for lawyers?
  • Post-COVID selling in a virtual business world
  • Corporate C-level executive; in house counsel, and/or partner presentation or Q&A
  • Your professional development—what’s nice to know and what’s need to know?
  • Trends in firms that impact the C-level business development/sales professional
  • Obstacles and challenges in establishing best practices models at law firms
  • Leadership attributes and models required to achieve planning and implementation success
  • The ever-growing role of COOs in the BD world—collaborative opportunities
  • Critical elements for establishing key client teams (strategic account teams) and best practices for implementation success
  • The role service initiatives play in strategic account management (“SAM”)
  • Dashboards and metrics
  • The latest sales and technology “innovations” in the marketing and business development departments
  • Revenue forecasting in professional service firms
  • Succession planning for key client team leaders and team members
  • The role of firm leadership with respect to sales initiatives
  • Financial structures when planning for and assessing ROI
  • New service “product” development and how R&D can play a role in professional service firms
  • Compensation systems that work for partners, SAM teams, and sales/business development professionals
  • Process improvement and its new integration into the business of law firms
  • The intersection of professional development; business development; finance and operations and the many challenges of creating team
  • The role of technology in SAM
  • Go-to-market partner strategies with external resources for driving revenue
  • Diversity and Inclusion—revenue growth opportunities
  • Strategic Account Management—Trends in SAM, Pipeline Reporting and Hiring SAM Managers/Directors

2023 Boardroom Offerings

  • One and one-half-day in person facilitated roundtable discussions around April/May and September/October timeframes annually
  • Two one-hour virtual meetings—dates to be agreed upon by group
  • Strong peer-to-peer networking group
  • Legal Sales & Service Organization (LSSO) membership for one year
  • 15% discount to annual (June) LSSO RainDance Conference
  • 10% discount to annual Thomson Reuters Legal Executive Institute Marketing Partner Forum: January 24, 2024, Amelia Island, FL

Meeting Format

All meetings will be designed to include facilitated conversations based on topics identified in pre-meeting interviews to be conducted by phone. The in-person meetings will include a professional development segment to be presented by a well-known authority in the field of sales, service or sales management with an expertise in the professional services field. Time will be built in for three roundtable breakouts on issues identified to be of specific interest by Boardroom members. Two plenary sessions will focus on topics of specific interest to the group.

Leader Member Profiles

Chief Sales Officers
Chief Business Development Officers
Chief Marketing Officers with Sales Responsibility
Strategic Account Leaders
Service Excellence Team Leaders
Chief Client Service Leaders

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