Sandler Training in Richmond is excited to have John Rabil as our client spotlight for this month!

John Rabil is the founder of Launch, a subscription-based legal and business advisory firm for small and mid-sized companies.

Tell us about yourself, your role, and your company.

I typically help businesses solve a few different problems: often business owners are concerned they have some liabilities/issues they don't recognize and are worried about the risk that's putting on the business (it's the old you don't know what you don't know and the risk associated with that) and want to make sure they aren't exposing themselves to liability they could avoid; additionally, at some point most businesses have a question come up in some area that involves legal or risk management (for example it could be contract questions, employee management frustrations, issues with independent contractors, regulatory compliance, or how to mitigate risks as the company strategy is implemented) and they are anxious about how to address that now and going forward. The subscription-based model allows Launch to become a consistent resource and strategic partner with clients.

Tell us about your experience working with Robin.

It's been great. They don't exactly teach you about sales in law school, and I've relied heavily on Robin to develop a sales process. He really takes the time to understand my business and the nuances associated with legal services which can limit some traditional sales tactics. All of his guidance, from prospecting through meeting with potential clients and closing deals has been invaluable. He also helps me hold myself accountable as I build and grow a business, which I find to be particularly beneficial. He's extremely accessible and that goes a long way for someone like me who had limited sales experience and was generally uncomfortable with the idea of sales.

Give us your biggest takeaway from Sandler Training.

For me, I think it's been developing a process for prospecting and holding myself accountable for those tasks. I'm probably not alone in thinking that prospecting isn't my favorite thing to do, but if you're in business it's an inevitable part of operations. Working with Robin I've been able to develop a cookbook where I plan out my monthly prospecting goals and then track them in real-time to see whether or not I'm doing what I should be. It keeps the important behaviors front and center and gives me a way to track what's working and what's not so I can adjust accordingly. I certainly wouldn't be doing this without Robin/Sandler Training.