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WELCOME!

Successful Business & Client Development Challenges, Games & Contests for Lawyers &

Law Firms©


Presented By:Julie Savarino

Attorney & Managing Director Business Development Inc.

Dawn ZerbsChief Business Development Officer

Spencer Fane LLP

Spencer Fane LLP | spencerfane.com

Dawn ZerbsChief Business Development Officer

Spencer Fane LLP


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.


• 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)


“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

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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 8Step 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


• 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


• 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


What We Covered Today Gamification – what it is, key considerations and

design elements, and various gaming models that have been successfully used in law firms.

Spencer Fane’s “Collaboration Challenge” -including key components, what works, tools and techniques, best practices, and lessons learned.

A myriad of tips and techniques to plan and implement a successful challenge, contest or game for your firm.


Thank you for attending!

Please send any feedback or questions to:Julie Savarino

[email protected]

a - ppt - gamification webinar - for dawn to post on linkedin

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