2023 Year-End Business Development Series (1 of 2):
How to Conduct an Effective Meeting for Client Retention
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Please contact Erin Kane (ekane@scglegal.com) for presentation materials.
A law firm’s existing client base often represents its biggest revenue growth opportunity as well as its biggest risk. But many firms are unprepared to spot timely upsell indicators or red flags. One of the key objectives for firms today is to implement strategies that will maximize client retention. Effective retention efforts can be the difference between outperforming or underperforming a firm’s overall revenue target for the year. It’s not enough to bring in new business; firms also need to ensure new and established clients don’t slip away. Success-oriented firms are increasing the frequency of their client visits to learn more about a client’s business and priorities, to strengthen relationships, and – ultimately – to secure additional service opportunities.
Key takeaways to expect:
Practical tips for year-end client meetings
How to approach a client for a year-end business planning meeting
Preparing strategic questions to maximize the meeting for you and the client
How to build strong relationships with client team members
How to ‘discover’ a client’s key goals for the coming year (so you can anticipate legal needs)
Techniques to identify and address red flags
Steps to follow to stay connected for future opportunities
Facilitator: Silvia Coulter, Co-Founding Principal, LawVision
Silvia Coulter is widely regarded as one of the legal industry’s most respected sales, key client planning, and leadership experts, previously serving as a strategic account executive and sales leader at a Fortune 50 company and as the chief marketing and business development officer at two global law firms. Today, she is a trusted consultant and facilitator for firms across the globe as well as a sought-after speaker for legal industry events. She is co-founder of the Legal Sales and Service Organization; a past president (elected volunteer) of – and Hall of Fame Award recipient from – the Legal Marketing Association; an elected Fellow of the College of Law Practice Management; co-author of SAM-Legal: Turning Key Clients Into Strategic Accounts and The Woman Lawyer’s Rainmaking Game: How to Build a Successful Law Practice; and co-creator and facilitator of Coaching Advantage© Certification Program, the legal industry’s first business development coaching certification program.
Webinar Date: November 29, 2023