James A. Cranston

Mr. Cranston is a Vice President in Hildebrandt’s Client Growth and Development Practice.  Jim is widely recognized as a leading authority on sales and business development in the legal industry.  He has developed a unique method for teaching sales skills to lawyers and law firms, which consistently helps professionals win new clients and grow firm revenues through his innovative programs.  Prior to joining Hildebrandt, Mr. Cranston co-founded CoulterCranston, a consulting firm focused on assisting law firms with all facets of business development.

Prior to co-founding CoulterCranston, Jim was a member of the senior leadership team at Pillsbury Winthrop Shaw Pittman. Under Jim's business development leadership, the firm was recognized for its focus on client service as a top 10 firm in the annual BTI Client Service Study for three years straight.

His experience includes:

• Launching more than forty successful client teams and authoring the client team planning process, initiating the practice section business planning initiative;
• Serving as a business development leader and client development coach to client relationship partners working with Fortune 500 clients;
• Establishing firm-wide business development training and coaching programs;
• Developing and teaching programs to more than 1,500 lawyers

Prior to his work in the legal industry, Mr. Cranston spent fourteen years selling consulting services in Northern and Southern California.  In 1990, Jim was one of the first recognized business development executives among the Big Eight where he served as regional sales manager at Price Waterhouse.  Four years later, he was recruited to grow the consulting practice at Arthur Andersen as the Director of Business Development.  During his seven-year tenure at Andersen, Jim received the prestigious “Sales Excellence Award” on four occasions and later received the firms “Top Producer” award.  Jim also trained all newly hired business development professionals at the firm’s professional development center in St. Charles.