Winning High Value Business - for legal firms
Winning pitches and beauty parades
- Bring rigour to the tender process
- Clarify your client's needs
- Define your pitch strategy
- Differentiate your firm from your competitors
- Present your solution in high-impact pitch documents
- Deliver convincing pitch presentations
- Respond effectively to client questions
Effective marketing
- Maximise the return on the investment
- Develop a structured marketing plan
- Get the best value from your marketing professionals
- Define target audiences and clear messages
- Achieve clarity on every lawyer's responsibility
- Best practice in marketing legal services and advice
Selling skills for lawyers
- Client-focus in your approach to selling your firm
- Key selling skills - questioning, listening, achieving consensus closing the deal and cross-selling
- Proactive, targeted business development
- Approaching new clients and moving things forward
- Sell in face-to-face meetings - and on the telephone
- Understanding the buying process
- Turn cold prospects into clients of your firm
Networking and social skills
- Create your own network of clients and contacts
- Represent the firm as an associate or trainee
- Handle networking opportunities with grace and skill
- Work the room - initiate, develop and close conversations
- Business etiquette and professional conduct
- Commercial awareness and client-focused networking
- Planning, preparation and follow-up
Using your network to get results
- Use your network to best effect
- Get recommendations, referrals and introductions
- Prioritise and target your key contacts
- Maintain relationships over time
- Stay client-focused when talking about your firm
- Planned and opportunistic networking
- Being an effective host - and a welcome guest