Most professionals don’t become lawyers to sell; yet at some point in their career they are required to help win work as part of their role in the success of the firm. Understandably, many lawyers cringe at the thought of having to ‘sell’. For many lawyers, business development is also outside their comfort zone and they usually have not had the necessary support to help them develop solid business development habits.
Fortunately, Michael’s refreshing methodology allows lawyers to win work without selling. In this pragmatic session, Michael will share practical ways to authentically advance relationships from first coffee to trusted partner, and everything in between.
Key takeaways from this session include:
• The BD mindset required to effectively win work in professional services without selling.
• Networking tips on how to establish, advance and maintain your professional relationships.
• Crafting your client acquisition strategy and populating your personalised BD plan.