Discussing Money with Clients - How to Enhance Your Communication Skills & Gain Confidence

Introduction

Is discussing money with clients a problem in your law firm?

Many law firms think so, because they are now realising that their lawyers do not have the communications skills and they lack confidence, for example, to negotiate with their clients the pricing of their services, to persuade their clients they will provide them with ‘value for money’, and to discuss issues such as ‘cost-overruns’ when managing the work.

Managing clients’ expectations, both during the scoping and pricing stage, and when managing the work, is fundamental to successfully enhancing client satisfaction.

This new virtual classroom seminar is designed to help lawyers enhance their communications skills to improve how they discuss money with their clients.

What You Will Learn

This live and interactive session will cover the following:

• Learning how to best ‘add value’ to clients which they care about, by understanding what clients really need (and not what you think they need)
• Recognising your ‘worth’ to your clients and reflecting that in your pricing, to become ‘value lawyers’
• Understanding how to scope and price work for profit, including how to avoid ‘scope creep’, to price change orders and to develop templates
• Understanding how to approach pricing negotiations, what to emphasise, and how to ‘sell’ value to clients which they recognise is valuable to them
• Learn how to ‘project manage’ your work - for profit, and to manage your clients’ expectations as to performance, by keeping clients informed throughout as to likely outcomes, potential cost-overruns, delays, and other problems
• Learn how the most successful sales reps (the ‘challengers’) achieve their successes in ‘value-based’ and ‘solutions-oriented’ sales
• Understand the importance of post-matter communications with clients

Recording of live sessions: Soon after the Learn Live session has taken place you will be able to go back and access the recording - should you wish to revisit the material discussed.