Business development, focus clients and sales training for a Swedish business law firm
Tick Tock Consulting supported Cederquist with a measurable plan for digital presence, a focus-client programme, a better proposal process – and sales training that helps lawyers understand client needs before proposing a solution.
Cederquist
2017–2018
Sweden
Focus clients, proposals and sales training
The challenge
Cederquist is a Swedish business law firm. It wanted to see how its website, events and content actually contributed to new business, while sharpening the work with its most important clients, directory submissions and proposals. Like many professional services firms, it also wanted its lawyers to feel comfortable in business conversations – without “selling”.
Our approach
- A 2017–2018 plan with the firm’s digital agency: dashboard, tracking between the careers site and main site, SEO, keyword positions and measurement of leads from the web.
- Client interviews and a focus-client programme with client categories (key, focus and target clients), broad client teams and a responsible partner per client.
- Clearer, more compelling texts for legal directory submissions such as Legal 500.
- Practice-area initiatives, for example towards start-ups and venture capital.
- Sales training for lawyers, Sales – A Helping Mindset, “the trusted business law adviser”: need and its impact, the client’s ability to act, the decision process, double ROI and a clear decision – acting early on “yellow lights” – practised on a realistic client case.
- A review of the proposal process and a template for evaluating training.
Results and deliverables
A shared, time-bound plan linking digital activities to measurable goals month by month.
Completed client interviews and an established focus-client programme with agreed clients and owners.
Sales training material and exercises tailored to business law, plus a clearer structure for directory submissions and proposals.
What do you need to move forward?
20 minutes, free of charge. We understand your situation and goals, give concrete guidance on the spot and assess together whether we can help. If there is a fit, the next step can be a Process Review.