How To Target and Land a New Large Business Client

A NEW Web Seminar from
SAGE PDI/SAGE Law Marketing &
Law Marketing Portal

Thousands of attorneys attended this seminar live...We invite you to gain the critical insights and put to work the practical ideas they learned. Don't miss out!

How to land Golden Opportunities like the Best do...

SAGE White Paper:
How To Target and Land
A New Large Business Client
- Best Practices of the Hot Pursuit

INTRODUCTORY SALE Only $49.00. Regularly $59.00. OR together with Audio CD Only $149 plus shipping & handling. To Purchase, Click Here.

In this white paper, a complete transcript of the original seminar, you will learn the best practices in converting a major prospect into a new client: how to get in front of the decision-makers, what to say and do when you meet, and how to beat the competition...practical and proven methods for making the sale.

Learn what really works - how to put together an organized and sustained pursuit of a client you desire, and how to maximize your chances of landing the client. Now be sure you know how to answer these questions:

• What does successful pursuit of a target client entail?
• How do we target and define sources of a client’s point’s of business “pain” that create opportunities to serve them?
• How do we get in-front of the decision-makers at a big prospective client?
• What do we say and do if we get this initial meeting?
• How do we interest them in giving us an opportunity to do work?
• How do we distinguish ourselves from other firms that they are currently working with?
• How do we leapfrog from an engagement or two into a broader and deeper working relationship?

Why this seminar? We find that most professionals don’t know how to proactively, consistently and continually pursue a relationship with a target client. Worse yet, they waste opportunities and time by pursuing RFPs or other forms of “begging” just to get a chance to show off their capabilities. And, even if they do get a chance to get in front of their ideal prospect, they often blow the opportunity by selling the client based on their firm’s depth of experience and capabilities.

What's wrong with this picture? In this seminar, we show you what to avoid, and most importantly we show you how to succeed. You can start today to crack even more prospective new business accounts.

Because, fortunately, there are a set of tried and true best practices available to you and your firm – methods that work because they respond to what clients want and how they look at the firms proposing to them.

Taught by marketing experts Larry Bodine and Michael G. Cummings, the seminar reveals what the best know about winning new clients. For more information about the presenters, see below.

Click Here to see the specific topics covered or to purchase this key skill-building material.

Who in Your Firm Should Read This White Paper:

All attorneys aiming to become top producers
New partners or associates looking to prepare themselves for golden opportunities
Firm leaders, practice groups and office members whose success is dependent on the sales and closing productivity of their team

Are You Committed To Making the Most of Your Opportunities in 2007?

Many attorneys can talk a good game – but making real changes in your acumen requires time, work and the know-how about what to do RIGHT.

With the insights and focus you gain from this seminar you too can begin to see long-lasting money-making results:

* Landing, high profit clients
* Selling rewarding and interesting work
* Saving precious time and golden opportunities
* Improving overall client relationships for referrals and add-on work

Prepare yourself! Take your next step forward to building a practice with this complete transcript (electronic PDF format) and slides from our Best Practices Web Seminar. Only $49.

OR would you also like to have an Audio CD of the seminar? Use the button below to purchase both the complete seminar as recorded LIVE on audio CD and the White Paper PDF with the slides.

Only $149 plus shipping & handling

And you might also consider the following recorded seminars for associates & senior associates:

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Becoming a Marketing All-Star
Learn how other Associates have succeeded and
how to make these proven methods work for you.

How to Build Your Professional Network
Learn the key skills to build relationships that develop business for you and your firm.

Responses to our other web seminars for attorneys:

"It was a great seminar, with many important things to think about, presented in an engaging way." - David Southern, Gardner Carton & Douglas

"...a fantastic seminar. I have had extremely positive feedback from a number of our lawyers including our Managing Partner...We expect to follow up with SAGE for another seminar." - Multiple-office Law Firm

"I wanted to let you know that I thought last week's webinar was extremely well-done and well-received by the attorneys in my Firm. The 20 attorneys in attendance said that they found the information useful and "use-able". In fact, we are planning a follow-up seminar next week to review some of the points you covered and to start critiquing peoples' 30-second commercials. I've also had requests to meet with folks one-on-one to help them develop a plan to begin to implement some of the ideas you discussed. For us, that's real progress. - Marketing Director, Washington DC Law Firm

How Can You Build Your Practice?
Veteran Marketing Pros Will Show You...

Marketing and selling is a skill that you can learn — and, most importantly, it is an essential skill you MUST learn to be a success in the legal profession. One of the best ways to learn this skill is to emulate the best practices in the profession, those proven effective because of what clients think and want. By knowing what to do — and with the confidence of real, live case examples of success — you will see what is possible and be motivated to achieve similar results.

At any stage of your career, your marketing and selling skills can set you apart. So, learn exactly how others are excelling at these marketing and selling skills. Start to develop your abilities to make breakthroughs during this year and next. Start now to make your allies an even greater asset for you. Without a commitment to building your skills, it won't happen.

You get honest advice from these two professionals. Building your practice will be your responsibility...not the firm's or its partners. There are no magic bullets like advertising or public relations. Instead, learn the practical, proven and enduring lessons of the best business generators — regardless of their profession. Tools and technology can't take the place of being a true entrepreneur.

Put your success under your own control.

Invest in The Skills You Need to Succeed in the Legal Profession

The seminar material offers an abundance
of proven, practical ideas
and suggestions for emulating top rainmakers
in converting prospects into good clients.

PRESENTED BY:
SAGE Professional Development Institute (SAGE PDI, Inc.) & Law Marketing Portal

SPEAKERS:
Veteran Marketing Pros
Michael Cummings & Larry Bodine

COST:
$49 introductory sale
(Regularly $59.00)

TO PURCHASE:

OR would you also like to have an Audio CD of the seminar?

Use the button below to purchase both the complete seminar as recorded LIVE on audio CD and the White Paper PDF

Only $149 plus shipping & handling

For related products for associates, click here.

How To Target and Land a New Large Business Client covers:

1. Earn the right to this client’s business

2. Avoid the common mistakes that can quickly derail you in the eyes of the client and eliminate future possibilities with them

3. Understand their business priorities and how this creates an opportunity for you

4. Pick their most compelling business points of pain and anguish - and leverage them

5. Attract their attention by suggesting relevant and value-added solutions to heal their hurts

6. Exploit the weaknesses of your competitors that are currently working with the client

7. Position the value proposition of your firm

8. Network into the account through the people and relationships you already have in place

9. Leverage a mix of marketing and selling tools that can provide the opening you need

10. Conduct a client-centered sales call that leads to getting their business

Gain the insights and examples you need to gain top clients in today's competitive world.

White Paper (PDF) comes complete with:
- A full transcript of the seminar,
- Complete set of slides from the seminar

About the Participants:

Larry Bodine is an industry leading advisor in the marketing of professional services, with extensive experience in the legal profession, and a prolific author. He is the director of The Law Marketing Portal, the number one web destination for business development articles, resources and tools in the marketing of legal services.

Since 2000 Larry has also been a strategic marketing consultant. He advises professional firms and businesses across the country on marketing strategy, individual sales plans and Web sites. Typical assignments include developing a firmwide marketing strategy, meeting with partners to compose individual marketing plans and using technology to market a law firm.

He is the former Director of Communications of Sidley, Austin Brown & Wood, where he served for eight years. He also has 15 years' experience as a journalist, serving as Editor and Publisher of the American Bar Association Journal, the National Law Journal, Lawyers Alert (renamed Lawyers Weekly) and other news publications.

Larry practiced law in Madison, Wisconsin and is a cum laude graduate of both Seton Hall University (J.D., 1981) and Amherst College (B.A., 1972).

Michael G. Cummings is the managing principal of SAGE PDI, Inc. (SAGE Professional/SAGE Law Marketing), based in St. Charles, IL. He has been a marketing strategy and business development consultant for over 20 years. Michael is co-author of a new book (2004) with Allan Boress – The Best Practices of Legal Marketing.

Prior to establishing SAGE, Michael was a partner at Mercer Management Consulting - a leading business design consulting firm. At Mercer, he was responsible for new business development, managing client relationships and delivering business design engagements in the communications, information and industrial industries

He was an account leader of Mercer’s top account: IBM. Using his account planning, relationship management and selling skills, Michael helped Mercer to create over 300 senior executive relationships and a sustained base of business. He also led account teams aimed at expanding relationships with Motorola, Siemens and NCR.

Early in his career, Michael was a member of the team that established the marketing function at Andersen Worldwide (Arthur Andersen & Accenture).

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You will learn practical methods you can apply immediately to make the most of your large client opportunities NOW...in this transcription of the Best Practices web seminar.

To purchase: Click here.