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On Demand Video

No Rain, No Gain

A 6 Hour Client Development Intensive for Lawyers

Are you interested in building a more profitable law practice? Client development can be challenging, especially if you haven’t learned the strategies that generate a consistent flow of new business. Don’t settle for unfocused activities or unproductive relationships that are ultimately less successful—this program will help you focus your efforts so that you can enjoy a more profitable year.

This 6-hour live class will give you the tools you need to build a more profitable and satisfying practice. You will learn proven, no-nonsense techniques that maximize your time with targeted strategies that attract new clients. By the end of this course, you will have a customized business development plan that removes the guesswork from rainmaking so you can realize the full potential of your practice.

You will learn to:

  • Articulate an effective "elevator speech" that describes your services in a concise, memorable, and eloquent manner.
  • Strengthen your referral network so that the people you know are referring a higher quality and volume of clients.
  • Design a social media strategy that efficiently leverages your social network.
  • Generate more referrals from existing clients.
  • Create a strategic growth plan for your practice.
  • Maintain your momentum so that your results are consistent over time.

This program is a business education program with practical advice for client development. It has not been pre-approved for CLE credit.

PRICE: $299.00



 
8:15   Registration
8:30 - 9:30  

Making Time for Client Development
A client development plan will only work if you have the time to implement it. In this section, you will learn workflow principles that will increase your efficiency with email, practice management, and client matters so that you can free up time to pursue new business opportunities.

9:30 - 10:30   Branding Your Practice
A well-defined "brand" makes you easier to market, remember, and refer. In this section you will learn how to articulate what you do in order to differentiate yourself from other lawyers in your practice area. You will learn to package your expertise into a unique, memorable introduction that avoids legalese and paints an accurate picture of who you are and how you can help potential clients. 
10:30 - 11:00  

Dominating Your Niche
Once you have defined your brand and created a memorable introduction, you will need to devise a plan to market yourself. Whether a solo practitioner or part of a large firm, this section will help you stand out in your practice area. 

11:00 - 11:30   Developing a Social Media Strategy 
Learn strategies to leverage social media and your virtual network for new business. Social media platforms are increasingly used to market legal practices and attract new business. We'll share practical tips to help you master these emerging technologies.
11:30-12:15   Strengthening Your Referral Network 
Developing a referral network that consistently sends you a healthy volume of new business is a key to long-term success. In this section, you will learn relationship-building techniques that convert superficial acquaintances into meaningful referral sources, as well how to attract the right kinds of clients and matters.
     
12:15- 1:00   Lunch (on your own)
1:00 - 2:00   Motivating Your Clients to Help You Build Your Practice
Client referrals are the lifeblood of a successful practice. In this section, you will learn how to harness the goodwill of your existing client base, and motivate them to spread the word about your good work.
2:00-2:30   Exceptional Client Conversations
If you find yourself wasting time with "tire kickers" who take advantage of free consultations but never engage your services, or with demanding clients who haggle your fees, it's time to hone your client development strategy. In this section, we will show you how to navigate client conversations that weed out unwanted business and improve your ability to close high-value opportunities.
2:30 - 3:15   Maintaining Momentum Over Time
Commitment, momentum, consistency—developing clients is a long-term proposition. Without consistent action, however, great plans will die on the vine. This section will give you the coaching tips necessary to stay consistent and convert your intentions into action.
3:15   Adjourn

 

David Ackert

David has produced business development programs for thousands of lawyers and several top AmLaw 100 firms. His programs have consistently received high acclaim for their unique and valuable content, and have garnered press from publications across the United States. He teaches strategic planning and marketing courses through UCLA Extension and is a guest lecturer at USC Marshall School of Business.


Links to the downloadable or streaming materials you've purchased will be available with your receipt and in your profile.

Credit Reporting

Our courses are approved in almost all states that have CLE requirements. Accreditation for a particular course will vary by state. Please use our CLE calculator for CLE credit available in your state. For more information, visit our FAQ.









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"Very interesting seminars with lots of useful concepts that can be utilized in my everyday dealings with people - both professionally and personally."
Mark Braun,
Baker & Hostetler



"This course was filled with concrete examples, and teaches important fundamentals for improving lawyer and client relationships."
Michael Russ,
King and Spalding



"The course taught practical guidance and helpful reminders on effective lawyering, and did so in a surprisingly interesting and motivational way."
Lynne Lagarde,
Earl, Curley & Lagarde



"This was the most valuable CLE course I've ever attended, focusing on the core of our profession—service for our clients."
Maggie Doyle,
Hensel Phelps Construction Co.



"Very enlightening and useful information that I can't imagine getting in any other course for continuing education. You are so right, this was never covered in law school."
J. Wesley Bailey,
Attorney