3. Spencer Fane LLP | spencerfane.com
Dawn Zerbs
Chief Business Development Officer
Spencer Fane LLP
4. Spencer Fane LLP | spencerfane.com
1. 9 of 10 teams participated and more than half of the
firm’s lawyers participated.
2. Introduced and inspired cross-office and practice group
conversations (collaboration).
3. 981 tracked business development outreaches in 9
weeks resulting in significant new business.
5. Spencer Fane LLP | spencerfane.com
• Introduced At Bats and Leagues at Attorney Retreat (April 2014)
• Early League results shared in Growth Plan (July 2014)
• Individual attorney plans include Top 10 Lists in Smartsheet (Fall 2014)
• League meetings and tracking At Bats and Wins in Smartsheet (2015)
• At Bats Client Development Training (May 2015)
• Updated “At Bats” based on feedback and designed the Collaboration
Challenge (Sept – Nov 2015)
9. Spencer Fane LLP | spencerfane.com
“The most useful information on the subject that I
have received in 15 years across two law firms.”
“Julie provided concrete examples and stayed away
from buzz words/abstractions.”
“Could be improved by adding more hands on
activity during the program.”
“It’s very effective. This format presents some
specific methods to develop
relationships.”
“Slightly awkward that we cannot stop and ask
questions. The recorded video makes the workshop
seem more formal.”
“I would have preferred more examples targeted to
associates, but I did appreciate the associate
specific comments that were provided.”
“Much of the content was obvious but it bears
repeating.”
Spencer Fane At Bats Client Development
Training May/June 2015 Evaluation Summary
quality
utility/usefulness
formatof
materials
enoughtime
coveredinenoughdetail?
#ofevaluations
Step 1 - Warm Up: How to Plan and Prepare For A Successful At
Bat 7.79 7.79 8.53 9.31 8.50 48
Step 2 – Step Up to the Plate: How to Ask For/Set-Up an At Bat 7.42 7.42 7.75 8.91 7.67 24
Step 3 - Home Run: How to Enrich, Advance or Close an At Bat 7.63 7.50 8.14 8.63 9.00 8
Step 4 - Grand Slam: How to Follow-Up and Follow-Through –
Options and Tips 7.29 7.21 7.57 8.63 7.67 14
Step 5 - Major Leagues: How to Create and Use a Personal At
Bat System 7.5 7.75 7 8.5 5 8
10. Spencer Fane LLP | spencerfane.com
• 9-week challenge to inspire effort at end of year
• Leadership involvement
• Simple and trackable
• Teams had dinner at annual attorney retreat; set goal for
remaining weeks of challenge
• Regular and accessible updates
• $150 gift certificate to Spencer Fane Online Store
12. Spencer Fane LLP | spencerfane.com
• Clear goals
• Keep it simple
• Get started
• Measure results
• Don’t underestimate the power of social proof,
recognition, regular communication and rewards
• Listen and adjust
