Training – Wolf Theiss
Wolf Theiss, one of the leading law firms in Central, Eastern and South-eastern Europe, instructed Lextel to provide best practice training services to its Business Development team for completing legal directory submissions. The training was presented to marketing and business development professionals across the firm’s network of offices.
WHAT WE DID
We gave two one-hour presentations to the firm. The first focused on general ‘best practice’ tips for legal directory submissions, and the second provided a forensic post-mortem on actual client submissions with practical suggestions for improvement.
Our starting point with the client was to identify and prioritise the legal directory rankings that were best aligned with its specific business development goals. We explained how to use analytics to measure the traffic and impact of the different directories. We then critiqued the client’s submission process – from the collation of work highlights throughout the year to the careful management of partner time and preparation of client referees. Finally, we provided practical tips for drafting submissions and work highlights in a way that would grab the attention of time-poor researchers.
The second presentation focused on ensuring that submissions are appropriately tailored to the unique criteria of each legal directory publisher. We dissected a number of the client’s previous submissions and were able to identify ‘gaps’ in evidence that would have contributed to the final rankings.
The client’s Business Development team tell us it has been able to draft far more compelling narratives for this year’s legal directories by incorporating many of our practical suggestions for improving its processes and drafting principles.
“It was really good and I think that we gained many insights (I have 5 pages of notes). The sessions were really well organised and to the point..“