Last week the Legal Sales and Service Organization announced the 2019 winners Sales & Service Award Winners. The awards were presented by John Hellerman at the 16th Annual RainDance conference. Winners were recognized in three categories:
- Sales & Service Sales Team of the Year
- Sales & Service Executive of the Year (small firm)
- Sales & Service Executive of the Year (large firm)
The panel of judges included Erica Glass, Director of Global Corporate Communications and Wolters Kluwer, Chris Hummel, Director of Marketing and Business Development at Banner Witcoff and Samantha McKenna, LinkedIn Sales Navigator. The judges looked to recognize sales, business development, and marketing professionals who spearheaded initiatives that contributed to revenue growth in law firms in 2018.
Barnes & Thornburg was named the Sales & Service Team of the Year, recognized for their “Marketing Blitz 1.0.” In this initiative, the four-person team of Gretchen Helms, Business Development Manager, Karen Smith, Director of Communications, Susan Haag, Director of Marketing Services and Gwen Ragno, Digital Marketing Manager hit the road, visiting each of the firm’s offices to provide attorneys with training. Topics included new approaches to business development and showcased the capabilities of the department. The initiative was such a success, Marketing Blitz 2.0 is in the works.
Brandi Hobbs, the Director of Client Service & Strategy at Poyner Spruill was named the Sales & Service Executive of the Year in the small firm category. Poyner Spruill is a 93-attorney firm based in North Carolina, and Hobbs spearheaded a program to set strategic marketing and business development choices by focusing on “Clients as Advocates.” Throughout the year, Hobbs developed new approaches to training and increasing efficiency in the firm, with a focus on client service and learning client’s businesses to deepen relationships.
Christian Berger, Senior Advisor of Strategic Business Development at McGuire Woods was named the Sales & Service Executive of the Year for a large firm. Over the past year, Berger has originated or co-originated more than 75 new client relationships and participated in more than 160 first pitch meetings. Additionally, Berger has worked with attorneys to coach them on their own Business Development efforts, and Joe Cave, Chief Marketing and Business Development Officer says his impact on the firm is “nothing short of remarkable.”
Congratulations to all on their accomplishments!
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