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Fee Earner Training

 

New Business Development


What is your firm's overall approach to new business development?

Until the credit crunch there was still places the words sales and selling could not be uttered too loudly.

Now everyone does it and everyone knows it's right to do it. We all sell something even if it is our labour as an employee. There are many forms and definitions of selling and one is to let our clients and prospective clients fully

aware of what you do so that they can make an informed choice.

We all like to make an informed choice when we're buying so maybe that's a good definition.

The next question is how does your firm keep clients and prospective clients aware of all your services. Then we look at how good the firm is at identifying opportunities. And then how good is the firm at closing on opportunities.

Part of this is concerned with the process of new business development and part with the skills of new business development.

 

New Business Development - processes

Is there a framework used for identifying cross selling opportunities?

How well do the practice areas identify and share opportunities for each other?

Do the senior lawyers use a coaching checklist with their teams to ensure they are at the top of their game?

 

New Business Development - skills

A client once told me this story. He was in conversation with a client of his who enquired how business was. Enthusiastically he told the client that he was busy. Amongst many other conversations the client asked again how busy he was. Again the lawyer said that they were lucky as his team were all fully occupied with transactions. Then the lawyer heard about some work he did not get with this client, so he decided to ask the client why he was not considered for the work. The client replied, 'Oh you were and I would have preferred to have given it to you, but you seemed to be too busy to handle it.'

The biggest and most important skill in selling? Listening.

Some questions regarding your firm's approach...

  • How good are the lawyers at natural networking conversations?
  • What assumptions do lawyers make which inhibit them from asking the right questions?
  • How good are the lawyers at understanding the motivators of prospects, their drivers and the decision making criteria they will use?
  • What techniques can be used in closing and helping prospects to make a decision for your firm?
  • How good are the lawyers at presenting the firm to the needs of the prospect?

 

The ITD approach

The ITD approach is to design training workshops which fit the new business needs of your firm.

This might be in skill development or skill review or looking at part of the process.


ITD International Training & Development For an initial discussion on new business development at your firm please email us at info@itd.com or call 0870 777 673




Skills Workshop Agenda

* New Business Development skills
* Understanding different client personalities
* Advanced Questioning skills
* Advanced listening
* Why we think we're better at questioning and listening than we actually are
* Preconceptions of new business situations
* Understanding the client needs both explicit and hidden
* Presenting to needs
* Understanding benefits & why we make assumptions about benefits
* Closing skills
* Post pitch analysis skills

 

 
Workshop Method
* Live classroom
* Remote workshop
 

 

 
Typical New Business Development Workshop Outline
 

 
 

 
ITD workshop design process
1. Discuss your specific needs
2. Draft outline proposal
3. Meet sample of the target group
4. Redraft proposal
5. Pilot training
6. Review
7. Deliver training
8. Evaluation