Sales Innovation: The Next Frontier of Performance Management for Law Firms and Professional Services Providers

Over the last decade high-performing firms have found success by relentlessly measuring and managing the bottom line. Today, many of these same firms are shifting their focus upward to the top line — identifying sales as the next frontier of growth optimization. While sales is the number one challenge facing every organization, it is particularly acute for service providers. Many firms continue to rely on a handful of business generators to develop the majority of work each year.  Innovative firm leaders are using talent analytics to improve decision making on how to invest in and deploy their “doer-seller” workforces to drive revenue and scale their sales functions. This session will combine real-life experience with new research to offer a point of view on what professional services firms can be doing to optimize growth and out-behave the competition.


  • Debra Baker, Managing Director, GrowthPlay
  • Anne Rea, Management Committee Member, Sidley Austin