Training
I can develop and deliver professional development workshops for your practice, in-house or online, tailored to both legal practice and to your practice needs, and providing core CPD points. Popular workshops include:
Client service / client experience
- What clients want
- Where lawyers fail
- The client-centric mindset
- Building rapport and trust
- Demonstrating empathy and accountability
- Handling complaints and dissatisfaction
Being a trusted advisor
- What is a trusted advisor?
- Assessing your relationships
- Deeper professional intimacy
- Adding value
- Speaking like a businessman, not a lawyer
Costs Communication
- More than mere compliance
- The scourge of under-estimating
- Communicating value (not just cost)
- Reducing fee-sensitivity by building pricing trust
- Best practice costs disclosure
- Fixed fees and value pricing
Implementing fixed fees and value pricing
- Is your practice ready
- Different types of fixed fees
- How to price
- Client discussions
- The risk of scope creep
- AI and fixed fees
Professional Sales / Converting opportunities
- Lawyer discomfort with selling
- Client emotions
- Rapport, Curiosity, Empathy
- Communicating value / Building the pain
- Closing in the meeting
- Overcoming fee and other objections
Productivity and time management
- How good costs communication drives good productivity
- Lawyer time capture anxieties – and how to overcome them
- Best practice time capture
- Assertiveness for effective time management
Legal Project Management
- Client engagement and onboarding
- Developing a project charter
- Estimating and scheduling challenges
- Assertiveness and accountability
- Managing expectations and stakeholder communication
Anti-money laundering
- Meeting AML compliance requirements
- Tailored to your AML program
- KYC, risk management, transaction monitoring, record-keeping, ECDD, disclosures
Legal Project Management
- Developing and defining your personal brand and value proposition
- Nurturing reciprocal professional referral relationships
- Nurturing client referrals
- Identifying networking opportunities
- Alternative networking approaches
Handling client complaints and conflict
- Managing your own emotions and instincts (Avoid instinctive defences)
- De-escalating (calming the other person)
- Building trust as a problem solver
- Conflict resolution strategies
- How and when to apologise
- How to deliver disappointing news
Team relationships & emotional intelligence
- Understanding yourself and others
- DiSC profiling and scenario videos
- Empathy, trust and accountability
- Workplace emotional intelligence
- The legal mindset and challenges
Law Practice retreat and strategy days
- Revisiting mission and vision
- 3-5 key practice challenges
- Reviewing performance, positioning and upcoming challenges
- Developing goals
- Implementing change