Transforming Michael Sullivan & Associates LLP: From Medium to Major

Michael Sullivan & Associates LLP, a mid-sized law firm with four offices and 50 lawyers, aimed to expand its presence in the legal industry. They knew that success in their field relied heavily on building strong client relationships based on likability, results, and trust.

The firm’s business model was straightforward: pair attorneys with clients to foster relationships. However, the challenge arose after these initial meetings. While the attorneys excelled at casual conversations about current events, family, and sports, they struggled to transform these interactions into meaningful client relationships. Their consultations lacked depth and failed to convert prospects into loyal clients.

To address this, I introduced a series of consultative sales training courses for the attorneys. This training went beyond traditional methods, focusing on a methodical approach to consultations. Attorneys were trained to deeply understand each client’s business, uncover specific needs, and position their expertise to address those needs effectively.

This strategic shift was transformative. With their new skills, the attorneys developed stronger client relationships and enhanced trust. The firm’s growth was remarkable: during my tenure, they expanded to three new locations, introduced two additional practice areas, and tripled in size.