**This webinar is a complimentary, value-added opportunity exclusive to SCG Legal Members.**
Fueling Growth: Elevating Your Key Client Strategy
View Webinar Recording
Presentation
Worksheet
Whether your firm has a formal key client strategy or is looking to enhance its focus on strategic and growth clients, there’s always room to refine and improve. A strong key client strategy is essential for long-term success, driving deeper client relationships and sustained revenue growth.
Key Takeaways
- What Clients Expect: Insights from LawVision’s industry-leading survey on key service characteristics.
- Client Relationship Mapping: Ensuring your firm has the right connections at the right levels within client organizations.
- Aligning with Client Goals: Understanding and assessing client objectives to anticipate needs proactively.
- Building Stronger Value Propositions: Crafting compelling messaging aligned with client priorities to drive growth.
- Maintaining a Client Pipeline: Keeping opportunities active to sustain and expand client relationships.
- Marketing & Business Development Support: Leveraging strategic activities to reinforce key client initiatives.
Presenters
Silvia Coulter, Co-founding Principal of LawVision
She is widely regarded as one of the legal industry’s most experienced strategic business development consultants. 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 as a consultant and facilitator to law firms across the globe. Silvia is an Adjunct Professor at Endicott College in the Gerrish School of Business and enjoyed a nine-year adjunct professorship at George Washington University’s College of Professional Studies in the Master’s in Law Firm Management program. Silvia is a co-founder of the Legal Sales and Service Organization (LSSO); a Past Elected President of the Legal Marketing Association International Board; and an elected Fellow of the College of Law Practice Management. She holds a master’s degree in Law Firm Management from George Washington University and is a frequent speaker and facilitator at professional service firm retreats and global legal industry meetings. She has also co-authored three books: The Woman Lawyer’s Rainmaking Game, SAM-Legal: Turning Key Clients Into Strategic Accounts, and – coming soon! – Rainmaking Advantage (release: ~2025Q1).
Record Date: March 19, 2025