Podcast: Enabling Revenue: The Role of Client-Facing Legal Sales

Episode 52

Dawn Sheiker is the Director of Client Relations at Morris James LLP, with six offices in Delaware. She is known as a conceptual thinker and effective manager with a proven ability to increase profitability and market penetration. Dawn provides consultative support to attorneys to develop and execute effective business plans that ensure superior client service. She also develops personal relationships with key clients and referral sources to gain important and actionable feedback on firm operations to drive revenue.

Dawn serves as President-Elect for the Legal Marketing Association (LMA), Northeast Region, and has been an active leader in LMA in the Metro Philadelphia area since 2013, serving as the legacy chapter’s Treasurer and President.

What you’ll learn in this episode:

• How a Director of Client Relations and Director of Marketing can work together to drive revenue in a law firm.
• How the client-facing role is evolving.
• How legal marketers can gain buy-in from the lawyers when creating or transitioning into a sales role.
• What questions to ask your lawyers to better understand their practice and communication methods.

Additional resources:

• Website
• LinkedIn
• Twitter
• Making the Case: Position Yourself to Add Value in a Client-Facing Role, at the LMA Southeast Regional Conference in Birmingham, AL, on September 25-27, 2019.