The most successful law firms have always effectively managed their relationships with key clients. But this skill will become even more important as new entrants with significant experience of excellent customer service move into the market. This course will provide delegates with essential practical tools and techniques to enable them to compete effectively in the new era for legal services.

Who should attend
The programme is designed for all lawyers who want to effectively manage client relationships to help win new business and retain existing business. It will also be of use to business development professionals in law firms.

Key benefits
By the end of the course, delegates will be equipped to:
• Deliver what clients want and when they want it
• Ensure that their teams deliver value at each stage of the transaction for their clients
• Understand the difference between delivering and adding value
• Apply Maister’s 3 E’s to your current client portfolio
• Refine their marketing/sales process to be more targeted at what their clients actually want
• Turn the client into an advocate of your organisation’s legal services and team
• Take away an action plan for immediate impact

Programme includes
• The different stages of the client development process
• How clients score what’s important to them and key features of account programmes
• How clients have become more sophisticated and why, including cross-selling versus one stop shopping
• David Maister’s 3 E’s and how to compete with Tesco Law
• Key tips for effective marketing strategies and consultative selling
• Delivering and adding value to individual pieces of work and the overall client relationship