Course description
As buyers of legal services are getting savvier and shopping around, lawyers need to be better at communicating the value of their offering and use more persuasive language.
This live broadcast session will explore several techniques and will suggest a number of practical tips tailored to your type of practice. If you are involved in negotiating or pricing client fees, then this session is for you and will explore the pros and cons of different pricing models and the 4 stages of fee negotiating. The psychology of pricing will be discussed, and the 4 stages of selling will be pinpointed.
You will also learn how best to negotiate on fees at the outset, and how best to renegotiate on fees in light of changes in scope. The 5 types of benefits for clients will be highlighted, and you will discover how to juxtapose the client needs with the features, benefits and evidence of your offering.
Upcoming start dates
Outcome / Qualification etc.
Training Course Content
Introduction
As buyers of legal services are getting savvier and shopping around, lawyers need to be better at communicating the value of their offering and use more persuasive language.
This live broadcast session will explore a number of techniques and will suggest a number of practical tips tailored to your type of practice.
If you are involved in negotiating or pricing client fees, then this live session is for you.
What You Will Learn
This live and interactive session will cover the following:
- What are the pros and cons of different pricing models?
- The 4 stages of fee negotiating (client needs and offers and lawyer needs and offers)
- The psychology of pricing - what lawyers can learn from neuroscientists
- How best to negotiate on fees at the outset
- How best to renegotiate on fees in light of changes in scope
- How to ascertain the client needs
- The 5 types of benefits for clients
- The 4 stages of selling (background, issues, concerns, solutions)
- The art of closing
- How to juxtapose the client needs with the features, benefits and evidence of your offering
Expenses
MBL Seminars Limited
MBL is a leading learning and development provider for professional service firms. Over the past 18 years, more than 198,000 people across 23,000 different organisations spanning 81 countries, have chosen us to deliver their training. With over 800 expert speakers...