Presented by Doug Hoover, Bowman and Brooke LLP, and Alvidas Jasin, Thompson Hine LLP

You've heard of the 80/20 rule: 80% of our sales come from 20% of our clients. But what the Pareto Principle also teaches us is that 80% of your value comes from 20% of your efforts. What can marketers do to make sure they have their firm aligned around exactly what those most valuable efforts should be? And which 20% of our clients are most critical to our firm's financial health? Building solid relationships, cross selling and growing the business require focus as well as executing and formulating a breakthrough strategy. The steps required to grow your firm's strategic accounts are mapped out in this session. This is the blueprint for your firm's 2010 Strategic Account Management plan.