October 22, 2026 | 11:00 AM – 12:00 PM ET > REGISTER TODAY
Many law firms are sitting on untapped growth opportunities within their existing client relationships. Your most important clients can provide a steady stream of opportunities to expand services, strengthen relationships, introduce next-generation talent, and create greater value for their businesses. Yet too often, firms focus on individual matters rather than taking a strategic, client-centered approach that drives long-term growth.
Join us for this practical webinar as we explore how to identify and develop Strategic Accounts, deepen client relationships, and align your firm’s capabilities with your clients’ business objectives and legal needs. Participants will learn how to uncover new opportunities for revenue growth while becoming more indispensable advisors to their clients.
Key Takeaways:
- What defines a Strategic Account and why it matters
- Understanding your clients’ businesses and adopting a “legal planner” mindset
- Conducting effective client needs assessments to identify growth opportunities
- Identifying key influencers and decision-makers, including General Counsel, CEOs, CFOs, and board members
- Building and strengthening relationships with important client contacts
- Creating opportunities to connect next-generation firm leaders with their client counterparts
- Aligning firm capabilities and solutions with client business goals and strategic priorities
- Developing a more proactive approach to client service that drives growth and loyalty
Speakers:
Silvia L. Coulter, Principal, Chair, Client Growth, Sales and Business Development Practice, LawVision
Silvia 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 a consultant and facilitator to law firms across the globe. She is an Adjunct Professor at Endicott College in the Gerrish School of Business and was an Adjunct Professor 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 (www.legalsales.org), a Past Elected President of the Legal Marketing Association International Board, and an elected Fellow of the College of Law Practice Management.
This webinar is a complimentary, value-added program for SCG Legal members. If the date/time does not work for your schedule, please register anyway so you can receive the recording.