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Overview
Why you should participate
The legal field is more competitive than ever with many firms vying for the same business and clients demanding competitive rates for top-notch work. In this environment, lawyers must adapt by learning to market themselves and their firms effectively. This one-hour, self paced course will take you through a series of realistic scenarios and challenging activities interspersed with Peter Brown's practical advice and wisdom. During this unique experience you will hear stories from attorney and client companies, providing insight into who gets hired in today's legal world, and why.
What you will learn
- How to create a marketing culture so everybody at your firm contributes to marketing and sales
- The different ways colleagues can contribute to marketing and business development, and determine which method suits each person best.
- How to effectively pursue opportunities with prospective clients.
- Techniques for staying up-to-date with existing clients, being aware of new opportunities and recognizing if your firm is at risk of losing business.
- "Closing" strategies for every sales conversation.
- How clients choose law firms and how to give your firm a favorable perception.
Who should participate
Law firm partners and mid to senior level law firm associates will benefit from this course.
Topics
Module 1 - The Need to Compete
10 minutes
Module 2 - Team Member Roles in Marketing
10 minutes
Module 3 - Creating New Opportunities
12 minutes
Module 4 - Expanding (and Keeping) Business with Existing Clients
7 minutes
Module 5 - Conversations: How to Close
12 minutes
Module 6 - Capstone Activity: Which Firm Would You Choose?
12 minutes
Module 7 - Wrap-Up
1 minutes
Faculty
Peter Brown, Partner, Peter Brown & Associates, New York
For an informative discussion on the topic, including perspectives from law firms and clients, view the on-demand program, Winning New Business in Changing Times.
An Interactive Learning Center (ILC) program