Business Development Training For Law Firm Fee Earners

Business Development Training For Law Firm Fee Earners

Business Development Training For Law Firm Fee Earners


What Your Firm Thinks

“Client billings are the lifeblood of our firm”

“Our fee earners could be doing more”

“We need professional help and a clear focus”

“We might be losing clients to other firms”

“Some of our fee earners are good, but we need all of our fee earners to be great”

What Your Fee Earners Think

“If I’m honest, I don’t really understand business development”

“I don’t have enough time”

“I’m not confident in closing sales”

“I am simply too busy with case work”

“What do I have to say of interest anyway?”

“I’m not technical, when it comes to things like social media”

“I don’t have sales skills, I’m a lawyer”

“Business development isn’t a good use of my time”

“I can’t afford to be out of the office”

“Apart from networking meetings, I don’t know where to start”

Investment In Law Firm Business Development

We focus on clarifying purpose and aims, inspiring and motivating and providing a suite of tools and thought processes that give fee earning lawyers the reasons and empowerment to deliver great business development.

This is not a one-size-fits-all approach. The techniques and tools can be easily personalised by the lawyer to their level of experience and for their area of professional practice.

The Approach

You - developing your unique selling proposition, defining your purpose, enhancing your professional persona

Who - clarifying your ideal target client, the communication ‘rule of thirds’, selling outcomes not legal services

What - understanding your clients’ journey, building faith and trust, from creating awareness, through instruction to lifelong relationships

How - digital skills and social media, face to face business development, referrals and advocacy

The Format

We have found a 3 stage process delivers great outcomes in enhancing the skills of professional services fee earners

Lunch & Learn - a one hour, on-site, introductory masterclass in the principles of exceptional law firm business development (unlimited number of attendees)

Fee Earner Business Development Training - a dedicated half day of training and deep-dive into best practice principles for professional services (up to 25 fee earner attendees)

Ongoing 1-2-1 Remote Mentoring - phone and email contact for a period of six months after the training to ensure embedding of core skills and the assessment of business development progress (up to 25 fee earners)

* for larger teams of fee earners it is of course possible to host more sessions in multiples of up to 25 individuals, as required.

If you would like to have a chat about how we might run a programme for your firm please email Neil Wilkins