Publisher's Synopsis
The first sales book written specifically for lawyers, Sales for Lawyers teaches lawyers how to use common lead generation tools and selling techniques in compliance with the Rules of Professional Conduct. Special emphasis is placed on showing lawyers how to compete with nonlawyer legal services providers in the design, delivery, and marketing of upmarket and downmarket legal solutions. The intention is to help lawyers and the legal profession reassume the leadership role in the legal industry for the benefit of consumers of legal services, the legal system, and society as a whole.
The Foreword is written by R. Donahue Peebles, an entrepreneur and renowned commercial real estate developer. Having controlled a sizable legal budget for more than three decades, Mr. Peebles is who we in the legal industry consider a "sophisticated" consumer of legal and other professional services. Peebles explains how sophisticated clients want professional services offerings delivered to them and what clients generally expect from the lawyers they engage. Peebles also sheds light on what business clients consider to be acceptable and desirable sales and marketing practices for lawyers.
While the short-term objective of the book is to show lawyers how to be effective sales professionals within the rules as they exist today, the author's longer-term desire is that these insights will contribute toward efforts to align the Rules of Professional Conduct with the expectations and demands of the market we serve.
