Turn Contacts into Clients - 18 February
08 January 2010
Pippa's one day masterclass for lawyers who want to refresh their marketing skills and apply sound principles to win more profitable work, create new clients and develop their profile.
Date: 18th February 2010
To book your place:
Call 020 7549 2500 and quote FLYER or visit the ARK Group website and book online
Agenda:
9:30 Registration and refreshments
10:00 Step 1 – Focus Your Approach
• Pippa’s COPACABANA approach to international rainmaking
• Key criteria for success
• Where and how to raise your profile effectively
• How to make the most of any networking events
• Three essential factors for developing relationships
11:20 Morning Coffee Break
11:50 Step 2 – Prepare for a successful new business meeting
• Dartboard analysis of contacts, clients and referrers
• 7 Stages of a productive telephone call
• How to arrange a meeting with a potential client that they want to attend
12:30 Step 3 – Demonstrate value for money
• Be prepared for anything in a new business meeting
• Key messages you want to convey
• Handling difficult questions with confidence
• The three types of questions you must be able to answer
• Discuss fees with pride and not embarrassment
13:10 Lunch
14:10 Step 4 – Follow-up the meeting to build strong relationships
• Do not expect too much too soon
• Integrate your approach across jurisdictions
• The secrets of maintaining a durable client relationship
14:50 Step 5 – Ask for and win the business
• Ask for the work – if you don’t, someone else will
• Ten top tips on successful international rainmaking
• Ten top traps to avoid
15:30 Discussions and Questions
16:00 Close of Masterclass
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The PEP Partnership LLP is owned and managed by Bill and Pippa Blakemore.
Portrait photos taken by Nick Atkins
