Selling legal services

Four themes in the art of selling – Integrating marketing and sales, sales process, first contact and selling in a digital world

Earlier this week I ran a full day workshop on selling for MBL  (“The art of selling professional services and winning business”). The day was organised into six modules: the sales process, sales planning, integration with marketing, psychological selling, selling skills and measuring sales success. I selected four themes in Read More

Business development for lawyers – Pipelines, relationship management and international marketing (October 2017)

At a recent CLT course on Business development for lawyers, I was working with employment, construction and commercial lawyers. The key points of interest were as follows: Pipeline management Pipeline management is particularly important for those selling commercial legal services to organisations. There is often a significant lead time between Read More

2018-01-12T12:21:23+00:00October 16, 2017|Kim's Blog, Lawyers, Marketing, Relationship Management, Selling|
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