McDermott Honored for Commitment to Client-First Mentality and Empathetic Interactions


McDermott Will & Emery ensures its lawyers have the tools and training to put clients’ business first while building relationships based on empathy and dependability. The Firm’s pioneering and sophisticated training program – the Client Engagement Academy – earned the 2019 Sales Excellence Award in the Innovation category from the Institute for Excellence in Sales.

“Each client has a different perspective, personality and set of objectives, and it is our job to understand and anticipate their needs, known or unknown,” said Rory Channer, McDermott’s Chief Business and Client Development Officer. “We can truly help our clients succeed when we understand their businesses and invest in their personal and professional achievements. Our Client Engagement Academy encourages lawyers to use every interaction to deepen connections and determine where we can have meaningful impact.”

Built in house and exclusive to McDermott, the Client Engagement Academy draws on unique learnings from the Firm’s client listening and loyalty program as well as best practices from inside and outside of law. The program is experiential, offering a straightforward frame for developing a sales position, and provides ongoing support and coaching resources for all lawyers. Over the last nine months, almost 200 McDermott lawyers and business professionals have participated.

“It’s incredible to see the level of accomplishment that McDermott created in delivering innovative customer-centric approaches to grow your business, meet customer needs, and bring valuable solutions to the market,” said Fred Diamond, President and Co-Founder of the IES.

McDermott continuously strives to bring future-focused solutions to both its clients and lawyers. The Client Engagement Academy stems from a strong commitment to putting clients first and preparing lawyers both to offer business value and gain trust. The program works to make sure clients and partners are having the right conversations to gain insights that lead to the best solution – and outcomes – now and in the future.

About the Institute for Excellence in Sales
The IES provides a wealth of services to selling professionals at companies throughout the Mid-Atlantic region and across the U.S. The IES is the sales leader’s trusted partner for the delivery of sales programs, speakers, training, services and products. Contact the IES at The IES is also the sponsor of The Sales Game Changers Podcast.

A Propos De Nous

McDermott Will & Emery partners with leaders around the world to fuel missions, knock down barriers and shape markets. With more than 20 locations on three continents, our team works seamlessly across practices, industries and geographies to deliver highly effective—and often unexpected—solutions that propel success. More than 1,100 lawyers strong, we bring our personal passion and legal prowess to bear in every matter for our clients and the people they serve.

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