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The Mad Clientist

Legal Marketing Association Annual Conference – New Orleans

By April 9, 2018April 16th, 2020No Comments

The Legal Marketing Association’s annual meeting is always a great conference and a valuable learning experience. BTI Principal, Jennifer Dezso, will be attending and presenting a not to be missed session for firms targeting new business from existing clients. Wednesday, April 11, 3:30 – 4:30

The Best Source of New Work — Training Your Attorneys to Use Everyday Client Interactions and Informal Client Feedback to Develop More Business

Did you realize 80 percent of your firm’s future profits will likely come from existing clients? Your attorneys are on the frontlines of driving this business development opportunity. But, BTI’s latest research shows 86 percent of attorneys think their approach to business development is not aggressive enough to win new work from clients.

The primary obstacle is not knowing how to talk to clients outside the context of current work in order to build ongoing business and cultivate bigger relationships. This interactive, train-the-trainer session will teach you how to get your partners comfortable talking shop with clients as a gateway to winning new work. You’ll leave with an agenda and discussion guide to share with your attorneys.

Topics include:

  • Five ways attorneys can develop business without having to “sell”
  • How attorneys can adopt a comfortable communication style to transition from formal matter communications to informal conversations with clients
  • Six questions attorneys should be asking about their client’s business and how to use the answers to identify new opportunities
  • How to lead a post-matter meeting and fill your business pipeline at the same time

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