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Quote "Following The Training Resource Group's methodical and disciplined approach to sales can only lead to one thing....results." Quote

James K. Wujcik, Regional President, Sovereign Bank

Attorney Programs

When it comes to business development, lawyers are different. Unlike your corporate counterparts, the factors that make you successful at generating new clients are different. You need to bill hours, and can't spend all day building a book of business.

While young attorneys certainly aren't expected to be rainmakers early in their careers, if they want to make partner or start a firm of their own, they need to develop their rainmaking skills. Unfortunately, law school does very little to provide them with the tools needed to be able to develop new clients.

The Training Resource Group has worked with attorneys for many years, helping them develop the different skills sets needed to successfully generate new business. We deliver specialized programs geared to the special needs and demands of the legal profession. We help attorneys develop new opportunities, generate more referrals, and differentiate themselves from the competition.

The program works with lawyers to evaluate their intrinsic sales talent, set up a training program, produce a business plan, and finally track the results. Classes consist of role-playing exercises and lawyers sharing war stories and hashing out possible solutions. We also provide personalized coaching to help you with your specific needs. The objective is to get you in front of more potential clients.

Our programs are relevant for solo and small-firm practitioners as well as lawyers from midsize and large firms.


Below are comments from some of our clients:

"The managing partner and myself were both in the first class, along with various other partners, so I got to experience the class firsthand. I was (and am) very impressed with how you worked with the attorneys, cutting to the chase and pushing them outside of their comfort zones to try new selling techniques. I know our attorneys agree that your techniques have helped them beyond selling as well, and some have used the ideas to help settle cases, work better with opposing or co-counsel and even negotiate in other settings." - Dawn Afanador, Director of Marketing – Gibbons, Del Deo, Dolan, Griffinger & Vecchione

"I gave you a group of attorneys with from two to twenty-five years of experience practicing law and little to no knowledge regarding business development.  You and Evan were able to help them discover that business development was a skill that they could easily learn, even though many of them believed that it was something they couldn't do well.  By the end of the program, our attorneys overcame their reluctance to business development and became comfortable using the skills they learned in the program. The firm began to see results from the program within thirty days." Frank R Bartle - Dischell Bartle Yanoff Dooley

"The whole idea is that you can be effective without sounding like a used-car salesman.  That's the foundation, but building a client base takes a long time, and that's why I've stayed with The Training Resource Group.  I surpassed the goal I set for business generation this year, and I've raised the bar for next year." Jo Bennet, Attroney- Stevens & Lee

"I started your program when I belatedly realized that the practice model in the industry was changing, and that, absent a demonstrated ability to develop business, both my forward progress and my compensation would stagnate.  I was, at best, skeptical that a sales training program of any kind could work for lawyers, or for me."  I just got my preliminary year-end numbers for 2006: My orgination credit exceeds $500,000 and my  Billing Manager credit exceeds $1 million.  Suffice it to say, my skepticism has evaporated.  Thank you."  Theresa E. Localzo - Schnader Harrison Segal & Lewis LLP

"As for me, we together established the agressive (I thought) goal of increasing, by  50%, the business I brought in to the firm.  Now, with two weeks left in the year, I have already more than doubled the business I brought in to the frim last year due to your efforts."  Jeff Wild, Attroney - Lowenstein Sandler P.C. 

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