Company: Legal Resources, Virginia Beach, VA
Company Description: The Legal Resources employee legal plan provides superior legal services to employees and their families protecting them from paying the high cost of attorney fees through a network of 13,000 plan attorneys nationwide. Legal Resources serves over 600 employers throughout the Mid-Atlantic. Their corporate headquarters are located in Virginia Beach, VA.
Nomination Category: COVID-19 Response Categories
Nomination Sub Category: Most Valuable Response by a Business Development Team
 Nomination Title: Legal Resources Responds to The Impact Made by COVID-19.
- Outline the team's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 241 words used.
In response to COVID-19, our Business Development team created and deployed multiple strategies that yielded incredibly favorable growth and retention results. For example, in June 2020 Legal Resources created and launched a Guidance and Assistance program and was open for all of our clients’ employee populations, not just members. This program offered unlimited guidance and assistance with our Certified Paralegals regarding lifestyle matters; for example, dealing with identity theft, how to file a consumer complaint with the Attorney General’s office, getting in touch with a law firm to get essential documents executed, etc.
Additional projects deployed were centered on education to provide a value add for all of our growth channels. For example, we created mini seminars that were held virtually and touched on COVID-19 related challenges and how to address them; like consumer issues, COVID-19 scams (like vaccine and employment scams), and information on essential legal documents (like medical directives and power of attorneys). Attached are two sample seminars that were done for one of our clients, AARP.
The Business Development team also executed valuable forecasting on COVID-19 impacts and highlighted those forecasts into a COVID-19 Impact newsletter (samples attached) that was sent out to our broker partners and clients to be deployed to their workforces. For instance, we forecasted that the courts being shut down for a period of time would result in a tremendous backlog in non-emergency hearings and would significantly delay resolutions for open family law cases.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 11 words used.
Please see all supporting documents as evidence to our nomination claims.
- Briefly describe the nominated team: its history and past performance (up to 200 words):
Total 143 words used.
Legal Resources is a legal services provider in the employee benefits space. Our Business Development team is comprised of our Executives, Sales, and Marketing leaders. As a joint effort, these team members collaborate, develop, and deploy strategies that are essential to our continual growth in the market. Since the legal services industry remains a niche in nature, unique and effective approaches to product and service creation and marketing are a must; therefore, our marketing and sales strategies are generated in house. Our Business Development team targets partners like employee benefits consultants, and plan administrators (typically Human Resources professionals) at mid to large organizations. For growth, our Business Development team markets to multiple channels: benefit consultants to recommend us to their clients, Human Resource professionals to offer our benefit to their workforce, and, eventually, to employees to enroll in the plan via payroll deduction.
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated team, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the team's past performance (up to 250 words):
Total 215 words used.
Through collaboration, research, and strategizing as a team, Legal Resources Business Development team was able to position our products and services strategically; that is, in lieu of being viewed as an expense during an uncertain time, Legal Resources was instead positioned a necessary tool that provided peace of mind. The approach was well received.
Providing broker partners and clients with invaluable resources during the thick of the pandemic not only reinforced Legal Resources’ value as an existing partner and vendor, but also yielded an 8.6% increase in net membership; which was double the increase from the past year. Brokers were happy to be able to forward our forecasting information to their clients, helping them reinforce their value and perception of being plugged in. The increase in proposal requests from broker partners soared compared to years prior, validating that our business development efforts were successful with our existing and prospective broker partners. Creating a success footprint that carried into 2021 revenue.
Additionally, our clients were happy to post our resources on their company intranet pages and wellness communications while also providing Guidance and Assistance benefit to their entire workforce at no cost. Another benefit to our business development response to COVID-19 was our clients’ renewed interest in educating their workforces about our plan and services.
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