Description

How to Attract New Clients

This program is co-produced by the Wisconsin Association of Legal Administrators, in conjunction with the State Bar of Wisconsin CLE Seminars, and is part of the Developing Attorney Business Skills Webcast Series.

Presented by Nancy Roberts Linder, Principal, Nancy Roberts Linder Consulting and Attorney John Maier, President/CEO,Sweet & Maier, S.C.

How your legal practice approaches the necessities of continual relationship management and client attraction will determine its future growth. For many attorneys, this thought is objectionable and that can cause problems.

In this program, experienced law practice pros will teach the concepts that you need to understand to become more skilled at building your book of business.

This session will share the concepts of:

• Attraction - learning what clients want, the power of getting to know your client’s interests and needs
• Doing your homework - strategies for learning about clients and potential clients; understanding the clients’ business, typical characteristics, behaviors, the clients’ competition, interests and concerns
• Relationship building - strategies for meeting and staying in contact with clients
• Matchmaking - link what clients want with the firm’s resources (specialties, practice groups or a particular lawyer)
• Effective communication - a key to career advancement.  Learn to listen, inquire and advocate at the right times; learn to employ communications skills that build partners’ and clients’ confidence
• Moving towards your goals - gain support within your firm by effectively presenting your ideas – how, when and to whom, anticipating and recognizing potential concerns, developing plans for overcoming barriers
• Creative thinking about your career within the firm
• Analyze your skills in light of firm needs, personalities and politics

Program Outline

How to Attract New Clients

I. Overview/Introduction

II. Attraction Means Learning What Clients Want

A. Realize it’s about the client: the power of getting to know your client’s interests and needs

B. Analyze Your Strengths: Specialized Knowledge/Industry Knowledge

III. Doing Your Homework

A. Strategies for learning about clients and potential clients

a. Industries

b. Understanding the clients’ business

c. Typical characteristics

d. Their behaviors

e. Their competition

f. Their interests and concerns

B. Assessing Client Probable Profitability

IV. Relationship Building: Strategies for Meeting and Staying in Contact with Clients

A. Understand the value of a referral and good referral sources

B. Where to find potential clients: target markets

C. Being aware of market place diversity and the clients’ desire in this area

V. Matchmaking

A. Link what clients want with the firm’s resources (specialties, practice groups or a particular lawyer)

VI. Closing the Deal

VII. Concluding Thoughts/Questions and Answers

• Purchasing FAQs