Market Specific Training

Law Firms Training
Can't find the course you want?

International Experience

 

Fee Earner Courses
   
Partners
> Leadership
> Leadership Presentations
> Leading the culture of the firm
> Finance for Lawyers
> New Business Development
> Project Management
> Management Development
   
Associates
> Leadership Skills
> Managing Change
> Sales Management
> Cross Selling
> Consultative Sales
> Turning Networking into Business
> Influencing when Presenting
> People Management
> Supervising Junior Lawyers
> Motivating Others
> Transaction Management
> Finance for Lawyers
> The Entrepreneurial Client
> Coaching Skills
> Appraisal Skills
> Effective Delegation Skills
   
3 -5 PQE
> Presenting with Impact
> Working with Colleagues
> Negotiating to Win : Win
> Consultative Sales Skills
> Finance for Lawyers
> Contributing to Transactions
> Professional Business Communication
   
1 - 2 PQE
> Sales Skills
> Negotiating Skills
> Fundamentals of Presenting
> Taking Witness Statements
   
Newly Qualified / Trainees
> Time & Work Management
> Written Communication Skills
> Professional Business Communication
 

Business Services
Directors
> Influencing Partners
> Leading Change
> Finance for Non Finance
> Team Building & Team Working
> Project Management
   
Managers
> Managing People
> Coaching Skills
> Motivating Others
> Management Styles
> Project Management
   
Team Leaders
> Supervisory Skills
> Presenting in a Meeting
   
PAs / Secretarial / General
> Time and Work Management
> Assertiveness
> Communication Skills
-

Fee Earner Training

3 - 5 PQE

 

Presenting With Impact


Cross selling is about your firm realising the opportunities to deliver value to clients across practice areas?

Improving presentation skills

Improving presentation skills training for fee earners can have huge impact on confidence and results. Fee earners who can deliver a confident and engaging presentation can also develop confidence in their teams and clients or prospects.

The ITD approach to improving presentation skills is to design a programme around the needs of the firm and the fee earners. Discussions with the fee earners will give a clear view on where they need to focus the training.

Within the improving presentation skills workshop live video with instant feedback is often very well received by fee earners. The content of actual presentations is reviewed and delivery practiced.

Participants gain ideas on how to engage with the audience and win over ‘objectors’. They get very practical tips that work. The actual programme can be a blended solution of training and coaching

 

Cross Selling processes

There are a number of key processes to implement and manage in a successful team including; building contact networks; performance reviews as a team & individually; processes for identifying opportunities; client protection analysis; client assessments; pipelines and so on.

 

Cross Selling Relationships

Whilst associates are increasingly called on to be people managers, sales management demands an additional set of skills; managing the team's sales effort; encouraging and helping junior lawyers to identify opportunities and begin building their networks; managing results; developing the team's skills in advanced questioning and listening.

 


ITD International Training & Development For an initial discussion on Presenting with Impact at your firm please email us at info@itd.com or call 0870 777 6734




Typical Workshop Agenda

* Objectives & Definitions
Participants situations for making presentations
* Preparation and planning
-Audience analysis
-Objective for the presentation
-What do they want to hear?
-'I want to leave thinking…'
-Structuring Information
-Designing slides
* Personal Impact
-What not to do
-Definitely not what to do
-Delivery skills
-Engaging with the audience
-Body language and position
-Voice impact
* Sales management processes
* Assessing your clients for opportunities and threats
* Building a wall round your clients
* Developing a pipeline of opportunities
* Skills of presenting in beauty parades
* Setting personal development objectives
* Motivating others
* Listening to your practice team
* Developing coaching skills in sales
* Creating a business development culture

 

 
Workshop Method
* Live classroom
* Remote workshop
 

 

 
Typical Consultative Sales 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