PROFESSIONAL LEGAL MARKETING
Surviving panels and beauty parades: winning new work
9:30-12:00h, Friday 28th November 2008
Businesses are changing the criteria by which they select their external lawyers and law firms are facing increasing challenges in the way they must win new business.
Increasingly, businesses are reluctant to contract external services without some kind of competitive tendering process, from a written proposal, interview, beauty parade or even, in some cases, an online bidding process, In addition, an increasing number of businesses are introducing panels of preferred law firms. But even once a firm has been selected for a panel they may be subject to a "mini-tender" process for each significant instruction.
As a result, law firm marketing professionals are having to adapt the way their firm wins new work and coordinate a range of sophisticated marketing material and presentations to be delivered by the lawyers.
Being a good lawyer or law firm does not necessarily mean being comfortable within this new "sales" environment.
It is now more important than ever that a law firm understands the individual needs of a client and meets their expectations if they wish to receive an invitation to tender, succeed at a beauty parade, and be retained on a panel. With businesses reviewing their panels more frequently and with such strong competition in the legal market a firm’s relationship with the client is never secure.
Objectives
This morning training session will assist you in:
- understanding how the procurement of legal services is changing
- knowing what clients look for in a partner and law firm
- hearing how clients want their legal services delivered
- determining the value-added services clients expect
- securing an invitation to pitch
- preparing, presenting, and winning the perfect pitch
- securing the loyalty of clients
- retaining your firm’s place on a panel of legal advisers
Limited spaces
Due to the methodology of training, we have made spaces limited, so please make sure you reserve your place as soon as possible to avoid disappointment. The deadline for bookings is next Monday 24th November. Please replay to
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I hope this is of interest and you will be able to join us.
