Overview
Satisfied clients are not only profitable but are the best source of new business – either by expansion or referral. A nurtured client is a long-term client. Unfortunately lawyers tend to forget clients once a matter is completed and leave the client open to approach by other firms. Even worse, they fail to deepen the client relationship and explore opportunities for more work or cross-referrals. This course covers all the factors which create delighted clients and which create the legacy clients of the future.
Delegates
This course if for anyone who needs to drive client relationship management
Objectives. By the end of the course delegates will have:
- Understood the fundamentals of deepening the client relationship
- Learned how to create a map of firm services and people to facilitate cross selling
- Developed the skills to create and work a client map of potential contacts
- The confidence to ask for internal introductions
- Learned the skill of spotting and exploring opportunities to up-sell and cross-sell
- Created an action plan for deepening their relationships with key clients
Commercial benefits
- Improved client relationships
- Increased fee generation from existing clients
- Greater fee earning from clients
- Reduced risk of client loss and associated loss of fees
- Increased cross-referrals between lawyers
Course duration: half or full-day options