Business Development

Central Law Training
Birmingham, Bristol, Leeds, London, Manchester, Plymouth, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Lawyers are amongst the worst in the business world at picking up the phone and making a client call, or in following up an identified prospect. What’s more, if lawyers are rewarded and valued mainly for client work and profitability, the pressure is inexorably applied to the achievement of short-term chargeable targets and objectives, rather than long term non-chargeable business development activities. Many practices have been built up on the back of the firm’s goodwill and a database of existing clients developed slowly over many years by dint of instinctive marketing, opportunistic activities and haphazard relationship building. This course will equip the hard-pressed Lawyer to learn new skills in a fast-moving world and to stand out from the crowd.
Standing on the prospective clients shoes - what you have to do to make clients choose your firm - Why clients buy and what makes introducers refer work - Learning the issues that keep clients awake at night
Differentiation through expertise linked with exceptional client service - What differentiation really means - What sort or expertise impresses potential clients - What does exceptional client service actually look like
Gaining clients by recommendation - The importance and value of client focus - Steps to achieve this
Gaining client intimacy through relationship building - The total service experience - why the chargeable time elements of client service are only part of the value chain - Strategies for clients and referrers - Action plans for adding value
Navigating through Client Selection Processes - Knowing the prospective clients and their sector - Matching you to them (offering, team and price) - Picking the likely winners - Tenders, Requests for proposals and Beauty Parades - Doing it and Pricing it - applying project management skills to the process
Up close and personal - why every lawyer needs a personal action plan - What the marketing department can and cannot do - the relevance of promotional tools - The power and importance of networking for reciprocity and referrals
...''

Phone:+44 (0)121 355 0900

School Address:

Central Law Training Ltd
Wrens Court
52-54 Victoria Road
Sutton Coldfield
West Midlands
B72 1SX
United Kingdom

Jobs & Resumes: Birmingham, Bristol, Leeds, London, Manchester, Plymouth
Houses & Roommates: Birmingham, Bristol, Leeds, London, Manchester, Plymouth

Drafting and Negotiating Intellectual Property Licences
Patents Law
Trade Marks
Client Relationship Management
effective spoken and written communication
Pitching for Business
Marketing for Lawyers
Profit Sharing Mechanisms
Project Management for Lawyers
Law Firm Finance
Emotional Intelligence for Negotiators
Presentation
Speak with Confidence
Time Management
Work-Life Balance
Gambling Act
Planning Law Update
Mitigating Tax on UK First and Second Homes
Paralegal and Legal Assistants

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