Market Areas > Practice Management > Landing New Business

Landing New Business: The ABCs of Making the Sale

Course Description:

Many marketing efforts fail at the last step – making the sale.  Why? Because of failing to understand and address the prospective client’s needs.

The best marketers in any industry know they need to be responsive to their customers’ desires. And when you can’t put yourself in your prospect’s shoes to understand what they want, you’re guaranteed to fail at landing new business.

It’s crucial that you understand what will turn a business development opportunity into an actual client. The real secret of closing isn’t a magic word… it’s understanding your client’s needs, and addressing those needs.

Client development is critical to your firm’s success, especially in this environment. And it’s something that every attorney should be actively engaged in – rainmaker or not.

Join CCM with Tim Corcoran of Altman Weil and Ted Banks, former in-house counsel, in this critical audio program to learn key strategies to improve your consultative selling skills and ultimately your firm’s bottom line.

By the end of this interactive session, you’ll know:

• “Why should I hire you?” Learn what in-house counsel respond to in a pitch
• Why everyone can bring in business and why everyone needs to
• Understand what your prospects care about – your product or their problems
• Strategies to educate yourself about your prospects’ needs before you pitch
• Key listening skills
• Why understanding needs is a roadmap to bringing in new clients
• What to say and when to say it... or not
• Overcoming objections – and what to do when you have been turned down
• How you can learn from lost pitches

Featured Faculty:

Theodore L. Banks (Ted), President, Compliance & Competition Consultants, LLC

Theodore L. Banks (Ted) is President of Compliance & Competition Consultants, LLC, a firm devoted to assisting corporations in development of effective and efficient programs in the areas of corporate compliance, product distribution, internal investigations, and records management.  Formerly, he served as Chief Counsel & Senior Director, Global Compliance Policy, at Kraft Foods in Northfield, Illinois.  While at Kraft, his responsibilities also included complex litigation, corporate transactions, records management, antitrust, and supervision of computer applications used in the Corporate and Legal Affairs Department.

Throughout his career, Ted directed many substantial corporate transactions and litigated cases.  He supervised the $19 billion acquisition of Nabisco by Kraft, and the $8.7 billion IPO of Kraft Foods Inc.  He successfully coordinated the defense of the antitrust challenge by the State of New York to Kraft's acquisition of the Shredded Wheat cereal business through a full trial on the merits.  

Timothy B. Corcoran, Senior Consultant, Altman Weil, Inc

Timothy B. Corcoran is a Senior Consultant with Altman Weil, Inc. He advises law firms, their practice groups and leaders on marketing and business development strategy, and is an expert on law firm and corporate counsel relationships. He works with legal service providers on
market assessments and sales force readiness.

Prior to joining Altman Weil, Mr. Corcoran was Director of Practice Development for one of the world’s largest law firms, where he led all business development efforts, including strategic planning, market intelligence, client relationship management, proposal management and key
client programs. He collaborated with the firm’s practice leaders to develop and implement strategic business plans

MONEY-BACK GUARANTEE:

Pricing:

Unable to Attend? Order the CD!

Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.

CLE:

CCM provides audio conference attendees with CLE credit processing services. To expedite CCM processing your CLE request, please complete and submit the evaluation form available from CCM at the conclusion of the audio conference. It will be necessary to enter the following information: name of each attorney requesting CLEs with full contact information, including e-mail address, bar number, and the state in which the attorney wants credits. Each attorney requesting credits must submit an evaluation.

Please be advised CCM audio conferences are subject to approval from each CLE issuing organization and approval is not guaranteed (state bar associations in Delaware, Indiana, Kansas, Ohio, and Pennsylvania do not grant CLE credits for audio conferences). The approval process takes approximately 6 - 8 weeks for most organizations but can take as long as 3 - 4 months. You will be notified via e-mail with the final status of your CLE application.

Any person applying for CLE credits must attend the audio conference from start to finish (attendance will be taken for compliance reasons). Requests for CLE credits must be received no later than two weeks following the conclusion of the audio conference or live conference. CLE credits are not available for CD recordings.

If you have any questions regarding CLE credits, contact Jill Adler at 631.368.2082 x 21 or jill.adler@meeting-matters.com.

Each CCM event presents a variety of information and is presented for each organization to develop its own approach and methodology.