Overview:
SAGE Professional —
Best Practices Training
For Attorneys

Nobody we have found has trained as many attorneys and other professional service providers in the arts of marketing and selling since 1980.

The SAGE team has over 20 years of experience in building the personal marketing, networking and relationship management skills of professionals.

We have worked with hundreds of firms and thousands of professionals. And we have created the only Best Practices marketing and sales training in the industry. Our clients benefit by learning the only holistic, practical, step-by-step method to building the quality practice that was created specifically for attorneys based on over 1,000 interviews and case-studies with the most successful business producers across all of the professions.

We have completely dissected, analyzed and systematized what they do - so your people can emulate it for immediate success. This is not theory, but hands-on proven learning that over 500 professional firms use - including two of the Big Four Consulting Firms. We will offer a full range of business development training in both live and web-seminar formats depending on the needs of your firm.

SAGE Training™ Web-Seminars:

What is a web-seminar?

A web-seminar allows you and other attorneys in your firm to remotely attend a seminar without investing the extra time and travel cost required to attend a live, in-person presentation. You simply open up a webpage to view the slides and dial in to hear the live, verbal presentation over a group conference call. We have found that this technology has great appeal for busy attorneys.

• Impact and effectiveness of live seminar
• Economical
• Convenient and cost effective for attorneys at many locations
• Easy to make up missed sessions
• Customizable

There is an urgent and growing need among attorneys for business development training that gives them the skills to thrive. It is no longer an option.

Who needs this training?

• Young professionals who must start to network, cultivate client relationships and build their own personal book of business
• Small firm partners and solo practitioners who must market and sell continuously to survive and thrive
• Partners in charge of industry or practice groups who are responsible for profitably growing their revenue
• All lawyers who want to jump start slow-growing practices.

Sample Curriculum:

How To "Market" Yourself

1) Developing Your Personal Marketing Plan: Learn the personal marketing system that the best business generators use to excel at business development. Develop a blue print for building your practice.

2) Best Practices in Building Your Professional Network: Build the network of professional relationships that become your personal marketing and sales force. Create a steady stream of "pre-sold" referrals from colleagues, clients, allies and centers of influence. Get the word of mouth advertising you need to succeed.

3) Attracting Clients By Becoming A Celebrated Expert: Define a compelling personal brand that clients will value. Build your reputation by leveraging all of the marketing tools available to you - including speaking, publicity, articles, direct mail, e-marketing and working associations. Stand out in a crowded marketplace and separate yourself from the competition.

How To Convert Business And Sell Like A Trusted Business Advisor

4) I Hate Selling: A Step By Step Selling System Custom Designed For Attorneys: Leverage your existing professional skills and learn how to apply them to business development. Use a listening-based, interview intensive approach to selling your services. Stay in complete control of the selling process. Learn to sell like a business doctor and trusted business advisor.

5) Proposing, Converting and Winning Business: Learn to qualify and interview clients. Get clients to tell you how to sell them. Have clients design your proposal for you. Use a step by step process to vastly increase your winning percentage. Learn how to best present, persuade and "sell" your ideas.

How To Manage Client Relationships

6) Mastering Client Relationship Management: See your services through the eyes of your clients. Know your clients management agenda. Become an indispensable advisor. Find all opportunities for cross marketing and selling. Build barriers to your competitors. "Audit" the quality of your relationships with your top clients. Continually market your value to your clients.

To find out how Web-seminar training can work for your firm, please contact us at mcummings@sageprofessional.com or at 630-572-4798.

SAGE Training™ Workshops:

These are discrete training modules that focus on practical, "how to" methods. Each is taught in a highly interactive style and includes a workbook and personal action planning exercises to put the ideas to work.

Modules include:

1) Personal Marketing: Become a celebrated expert in your specialty. Learn how to showcase your skills and capabilities in the right forums and in the right way. Build your personal reputation and "brand". Learn how to best utilize the institutional marketing the firm provides to create the maximum results in your personal marketing.

2) Networking: Build a powerful, lifetime network and systematically create high quality referrals. Turn your best contacts into allies and unleash them as your personal sales force

3) Face-to-Face Selling: Learn the best practices of selling your services. Based on over 1000 client interviews and case studies of rainmakers, you will apply a system to qualify prospects, increase your win rate, sell additional services and cultivate client referrals. This is the only selling system created from scratch for attorneys and others who sell professional services. Over 500 professional firms, including two of the Big Four Consulting Firms, utilize these skills to beat the competition - for better clients - for higher fees.

4) Relationship Management: Apply a step-by-step process to grow world-class, enduring relationships with clients. Develop close, "sole-source" personal relationships. Sell more follow-on and additional services. Get more quality referrals from those best in position to refer.

SAGE Breakthrough Programs:

In this approach, we work with select teams of attorneys on an intensive, "hands-on" and end-to-end basis. The goal is to make dramatic improvements and drive new business on an accelerated basis with a group of committed, motivated and aggressive attorneys.

It includes both ongoing small group training and personal coaching across the personal marketing, networking, qualifying and selling spectrum.

1) Growing Your Top Client Accounts:

• Understand how the business priorities of your top accounts translate into selling opportunities
• Develop an account development action plan
• Executive the direct marketing methods and selling skills you need to succeed
• Monitor your progress and modify the action plan as needed.
  

2) Building High Potential Practice Areas:

• Drive growth in your critical practice teams.
• Target "high-potential" clients and prospects and secure them
• Define the team marketing strategy
• Create high impact marketing programs
• Learn the marketing skills needed to execute and apply the selling skills needed to create revenue.

3) Top Gun Training and Coaching:

• Turn your partners and associates with business development potential into marketing and selling powerhouses
• Provide intensive training, personal coaching and motivation to create top producers.
  

Depending on your needs, we will customize the training for your firm. And we will work with the firm and marketing leadership to provide ongoing coaching, reinforcement, motivation, accountability and marketing management systems. And we even can provide "train the trainer" programs so that your firm can reinforce and deliver the training on your own.

Contact us to discuss how we can work with your firm.

Call Us:
1-630-572-4798

or email:
mcummings@sageprofessional.com

© 2004 SAGE PDI
Law Marketing