Training
Networking skills - This award-winning firm was seeking a way of improving the client networking and BD skills of its large team of specialist lawyers from across the UK. By jointly planning a stimulating and interactive agenda, and designing some highly tailored role plays, we created an event that involved all levels within the team, and combined skills development with an element of fun. We went on to deliver further skills development courses for the firm.
Key client development/CRM - The Business Development Practice helped a large national law firm to pilot a major programme of team training workshops for a number of their priority clients. Client partners took on leadership roles, involved more specialist colleagues in their client teams, met regularly, and were more proactive in dealing with new opportunities. The programme was rolled out to a further 12 priority clients over the next 12 months.
BD training for all fee earners - The Business Development Practice worked closely with a small but ambitious regional law firm to improve BD skills. Over a period of months we ran a number of training workshops and coaching sessions with them. Even before the programme was complete, the Managing Partner commented "James Hudson and Peter Ramage make a brilliant double act. We’re two sessions into a business development programme with them and already we’re seeing results of business won and a high level of motivation among the people on the course... training made enjoyable as well as effective."
Value billing and project profitability - The Business Development Practice was running this training programme for partners. As part of the coaching back-up to the course, our training consultant was asked to assist a partner planning a fee negotiation following a major recent transaction. By focusing on the value generated for the client, and the obstacles overcome in the project, the partner negotiated a fee in excess of 25% higher than otherwise anticipated (a value many times the cost of the consulting input!).
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