Legal Marketing & PR

San Diego Law Firm Hires their First 'Sales Attorney'

By Larry Bodine, Esq.

San Diego based construction law firm, Scholefield Associates, P.C. recently hired their first ‘sales attorney’, and possibly created the legal industry’s first associate position whose only job is to bring in new clients. This is the first step in implementing their controversial business development strategy that I reported about earlier this spring. 

According to firm spokesman Bryan Weaver, when the concept of a ‘sales attorney’ position was announced by Scholefield, there were as many detractors pointing out the flaws as there were supporters applauding their bold move. This novel approach to law firm business development received press nationally and internationally with job candidates coming from as far away as Australia.

The firm hired of Johnny Manriquez to fill this role. Mr. Manriquez, a California attorney, has years of firsthand experience in business development, sales, and client relationship building in the educational services arena, according to Weaver. He is well versed in forming strategic alliances, partnering with local groups, and implementing client management programs. All are skills that can transfer easily to the construction industry.  

“Johnny is a perfect fit for this position and our firm culture” says lead attorney Pam Scholefield. “Since this is an all new position for any law firm, there were no obvious role models or even a known talent pool to choose from.” Scholefield admits that she was concerned about this, but knew the right person existed somewhere in the workforce. 

The approach that Scholefield is taking toward growing the firm’s business is based on successful business development models borrowed heavily from Ms. Scholefield’s past career as a sales engineer with General Electric.

 “A law firm is a business first, and we must never forget this if we want to be successful.” Scholefield said. “There are no ivory towers here.”

The success of the position, claims Scholefield, is the credibility of the person doing the selling.   And she believes a law firm needs to be represented by lawyers. Manriquez is well versed in business negotiations, and he is an experienced patent attorney. He received his law degree from California Western School of Law in 2001 and is admitted to practice in California, District of Columbia, and before the United States Patent and Trademark Office. Manriquez earned his Masters in Healthcare Administration and an undergraduate degree in biological studies from Loma Linda University.

Scholefield Associates, P.C. is a construction law litigation and transactional firm that represents developers, contractors and material suppliers in private and public works and handles contract negotiations, contract disputes, delay claims, scope of work, mechanics' liens, and prevailing wage.

Full post as published by Larry Bodine's LawMarketing Blog on July 17, 2008 (boomark / email).