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Fourth Annual Akina Program Launches at Godfrey & Kahn

Spring 2009

"'Sell' is not a four-letter word," said Paul Trout, CEO of Shift Worldwide, a management consulting company in Chicago, IL. Trout partners with Godfrey & Kahn to help the firm's attorneys develop and leverage authentic relationships through marketing strategies.

In January, G&K kicked off its fourth annual Accelerated Sales Training Program, a 12-week intensive program offered to attorneys and presented by Trout to help them identify and concentrate their efforts on those opportunities most likely to
bring in business. Its underlying focus is to develop and leverage internal and external relationships to build the firm and its practices as a team.

Program Format
The program, which can only be offered to a limited number of participants, incorporates three highly interactive groupworkshops and personalized coaching. At the start, attorneys discuss their individual needs with Trout so the program can be tailored to focus on those issues. Additionally, Paul meets with participants every week for one-on-one coaching sessions. By the end of the program, participants have developed a marketing plan that will help them grow their practices using the strategies polished in the program.

The training program offers several benefi ts for participating attorneys. "Marketing messages and opportunities can be a
cloudy and a vague area for lawyers," said Tim Feldhausen, associate and member of the fi rm's Corporate Team.

"The success of the program for me was in learning to focus my marketing message and fi nding ways to direct it effectively toward a targeted group of potential clients, rather than employing an unfocused, scatter-shot approach," Feldhausen said, "and I was surprised how much of the heavy-lifting work needs to be done on our end before we even meet with a prospective client."

Participants agree they have learned skills they can continue to use to grow their practices. For more information on the
Accelerated Sales Training Program, contact Susan Costley, Marketing Director (414-287-9322 or

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