A
NEW Web Seminar from
SAGE PDI/SAGE Law Marketing &
PBDI/Law Marketing |
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Thousands
of Attorneys have attended these seminars already...We invite
you to gain these critical insights and business development
skills in our next one. Don't let your office miss out!
The Next in Our
Attorney Marketing Series of Web Seminars...
Thursday, December 18th, 2008. For details
or to pay by check, see below.
To register, click the
button. Only $300.
 What
General Counsels Want from Their Lawyers: Protecting and
Growing Your Client Business
Hear What Troubles
General Counsels about Their Lawyers
& Master the Best
Practices of Managing Client
Relationships
in Bad Times or Good
Business
downturns can make or break your most important client
relationships. A mistake can cost you a client’s business
when you can least afford it, while making the right moves
will lead you to stronger relationships
that will endure and grow. Even more is at stake now when your
clients' needs are shifting
rapidly
in
the
turmoil
and
uncertainty
of a recession.
| For
a preview look at some of the gripes of general counsels, see
the featured article in the Originate! attorney
business development newsletter. Just Click
here. |
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But if you think
that most of your clients are satisfied with your work,
think
again. Research shows that
law
firms consistently rank themselves
twice as successful at client satisfaction
as clients do. In the 17th Annual Survey of General Counsel
conducted
by Inside
Counsel magazine, 52 percent of law firms gave
themselves an “A” on
their client relationship. Only 25 percent of the clients
rated the relationship an “A.” That is
a big disconnect.
The business downturn is having
an undeniable impact on your most important asset, your client
relationships. Look at the measurable toll on
relationships:
- 40% of general counsels
have fired outside counsel during the past year due to fees
- 2/3 of GCs plan to consolidate
the number of lead firms they use
- Legal budgets are either
stagnating or declining
- Over 60% of GCs fired
a primary law firm in a recent 18 month period
- Firms are laying off attorneys
who used to serve some of their top clients
In this web seminar, you will be prepared to meet the challenges
of managing client relationships in a downturn. You will learn
how to:
- Hear the voice of the customer: Understand
what General Counsels say is pressuring them
and how that re-aligns their relationships
with the
firms
and individual attorneys who serve them - based on interviews
with over 100 GCs
- Make the right moves: Learn how top relationship
managers address these client pressures, cultivate new
ways to be of value and emerge from recessionary times with
even stronger
relationships
Key topics include How the Downturn
Is Changing Relationships between Lawyers and Clients, Finding
New Opportunities to Add Value, and Dealing
with Fee and Billing Flash Points. Click
Here for more details.
Take
the next step forward to world-class client relationships
with...Our Best Practices Web-Seminar,
Thursday, December 18th, 2008; 1
PM - 2:15 PM Eastern time. Gather with others in your
office...any number can attend in
the room where you connect to the site and the call — at
the same low price. Just $300.
To register: Click the Button to register online by credit card; or register
by mail with check in advance using this Order
Form (PDF); or call us at 1-630-572-4798.
Click here for more details.
 Guest Speaker and Client Interview
Expert: Martha Cusick Eddy joins us
with powerful research direct from the mouths of more than
100 General Counsels on what they like and don't like about
their lawyers.
Ms. Cusick Eddy is a partner with Marketing Evolutions (www.marketingllp.com),
where she
regularly conducts client
interviews and surveys. She helps firms build sustainable
client relationships and carve out defensible market positions
that offer long-term competitive advantages. She has served
as president of the American Marketing Association, Colorado
Chapter, and the Rocky Mountain LMA.
She will be joined
by two top business
development trainers and coaches in the legal profession: Michael
Cummings of SAGE PDI, Inc. (SAGE Professional/SAGE
Law Marketing) and Larry Bodine of Law
Marketing Portal, as they present a LIVE Web Seminar
on how to take immediate actions to hold fast to your client
relationships and enjoy the benefits of future growth.
The Seminar
Covers Common Client Relationship Mistakes
That Attorneys Make and How to Avoid Them
• Lacking an
understanding of the client’s immediate
business concerns
• Failing to
develop a downturn plan with the client
• Serving clients
in a low value manner
• Failing to
provide bottom line, decision-oriented advice
• Letting personal
relationships decline
• Mishandling
billing and fee discussions
• Mis-communicating
with clients at critical moments
• Missing out
on opportunities to add value
• Creating opportunities
for competitors to take away the relationship
Who
should attend:
• All Attorneys who
want to understand and apply the best professional practices
of serving clients as they want to be served and preserving
successful, thriving client relationships.
•
Client Service Partners looking to
boost their skills and learn from insiders what really
works
• Marketing Directors & Business Development Professionals looking
for
ways
to
support
their
attorneys with sound, practical methods, and connect better with clients.
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Invest in
The Skills You Need to Succeed in the Legal Profession
Web
seminars are a highly effective and cost-saving
way to gain the full benefits of our years of experience...and
the lessons of the top rainmakers.
What
is a web-seminar? The format allows you to remotely
attend a seminar without spending the extra time and
costs associated with a live, in-person presentation. You
simply connect to a website to both view the slides
and listen to the presentation over a group conference
call. The
advantages for you:
- Economical -
The seminars cost a fraction of what you would pay
for similar training at an open forum. Also, any
number of people can attend in the
room where you connect to the site and the call — at
the same low price. So the format is perfect for
a team or group of co-workers.
- Time-saving -
You can attend no matter where you are, with no commuting
or down-time. For most people, it's lunch.
- Reviewable -
You receive all the slides of the session for review
at any time.
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Find out what
many attorneys are already doing to build a strong foundation
for their careers with...
Our Best Practices Web
Seminar, Thursday, December 18th, 2008;
1 PM - 2:15 PM Eastern time. Gather
with others in your office...any number can attend
in the room where you connect to the site and the call —
at the same low price.
To register: Click the Button to register online
by credit card; or register by mail with check in advance
using this Order Form (PDF);
or call us at 1-630-572-4798. Click
here for more details.
Want to see excerpts from a similar web seminar?
Just click here.
Responses to our other web
seminars:
"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 associates 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
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