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COURSE OVERVIEW
This program is designed to help Senior Associates with the specialist knowledge that adds value, professional and personal rapport. What are the four catalysts for world-class connecting with clients that get you the win-win results you want through effective influencing and collaboration to make a client come back to you for the next deal transaction or case?
Designed by lawyers for law firms and in-house legal departments, this is an interactive online group course of five sessions of up to 1.75 hours each week and one optional 1:1 60-minute coaching session within one month after session 5.
LEARNING OBJECTIVES
The program has been designed to enable Senior Associates to make lasting improvements based on an exploration of:
- Understand the news the four catalysts for world-class connection with clients
- The trusted advisor equation
- Focusing on your client needs rather than on your bottom line
- Using the business intimacy model
- The importance of ‘Points of view’ and ‘insight’
- Using the C.O.B. model in client situations
- Developing your reputation and being one of the ‘go to’ professionals in your field
- The client context wheel
WHO SHOULD ATTEND?
This course is tailor-made for senior associates who wish to work together to share experiences and to develop leadership, project management, and business development skills. It is also suitable for those preparing for partner selection processes. The content is designed to avoid any need to disclose confidential information.
OUR APPROACH
This online program is highly flexible and will be created to match your own pace and working style. This course allows you to participate without the need for travel. It uses the latest online technology. Full instructions will be given to facilitate easy access. You will receive PowerPoint slides and a recording of each session. Each session is available to download for one month after the original session. Once downloaded, however, you can keep and review the content, at your leisure, as often as you like.
YOUR FACILITATOR
This program is led by Niall Foster, a highly experienced professional skills trainer, well versed in the ways of online group work. At each session, Niall will be joined by contributors who will add their perspectives and experience.
COURSE CONTENTS
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KeyTopics:
- Planning meeting with your supervising associate or partner
Session 1 – Connecting with Clients
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KeyTopics:
- Assessing the strengths of your relationship with key clients
- Critical elements of financial management for Senior Associates
- The four catalysts
Session 2 - Planning for Negotiation and Achieving Win-Win Outcomes
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KeyTopics:
- Negotiation styles
- What is the negotiation and what makes a good negotiator?
- Bargaining and closing tips
Session 3 – 5 Attitudes of Negotiation and Persuasion
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KeyTopics:
- Being a trusted advisor by understanding client needs/PAINs
- Know what clients care about and how they buy
- What knowledge and skills will help you be a better business partner to our clients?
Session 4 - The importance of ‘Points of View’ and ‘Insight’
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KeyTopics:
- Know your client, know the market and deliver over and above expectations to add value
- The trusted advisor equation and the C.O.B model
- Using commercial awareness
Session 5 – Being Credible, Reputable & Expert in your Field
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KeyTopics:
- Developing your professional reputation
- The client context wheel
- Reaching mutually beneficial agreements
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