Increasing Client Engagement
Date: September, 2013
Coaching & Skills Development
Programme length: Ongoing
We designed a 3-module programme that aimed to upskill experienced lawyers who were failing to identify and capitalise on cross-selling opportunities when they met with existing clients.
Each module was scheduled for groups of 4 lawyers, over the course of 4 hours. It was supported by our online portal, which delivered case studies as pre-working, as well as video advice and case studies as a follow-up. During the module, we practised specific client meetings that were relevant to each lawyer and then reviewed them by using video, and offered simple and practical advice, supported by our IDEA model.
After the programme, the lawyers walked away with a changed mindset, and were able to utilise better listening skills and more effective questioning techniques in meetings with an existing client, and had the confidence to ask their clients for a BD related commitment.
The programme became so successful we have been asked to deliver the module across Europe and also extend the module to existing partners who feel that they would significantly benefit from it.