Developing & Sustaining Your Private Client Practice

Introduction

The legal market and client needs are changing. A more structured and proactive approach is needed to develop a thriving private client practice whether this is through the development of a niche, differentiated service or more innovative approaches.

This course takes you through the process with new ideas and food for thought.

What You Will Learn

This course will cover the following:

• Getting some focus
• Basic concepts
• Planning - What sort of private client practice do you want?
• Business planning
• Where are you now? Analysing the markets and an internal audit
• Selecting target markets and creating niches
• Where do you want to be? Setting goals
• How will you get there? Strategic choices
• People, products and pricing - What are you selling?
• Financial management basics
• Skills and services - aligning your human resources
• Using technology to deliver legal services
• Commodity, premium and specialist products
• Innovation in products and services
• Pricing strategies
• Delivering service excellence
• Promotion - How are you winning new business?
• Repositioning your firm
• Key strategies - direct or indirect channels?
• Generating awareness and profile
• Thought leadership
• Using new channels (including digital marketing and social media)
• Nurturing existing relationships
• Intermediaries and co-marketing
• Clients
• Selling skills
• Progress
• Measuring performance and progress