Personal Business Development Skills for Lawyers

Date & Time

24th May 2018 | Jury's Inn, 101 Stroudley Road, Brighton, BN1 4DJ | 2.00 - 5.00 p.m.


£100 + VAT (members), £120 + VAT (non members)


Personal Business Development Skills for Lawyers

The course which comprises presentation, discussion and practical exercises will cover:

Business development and marketing

  • What is the difference? A look at the broad spectrum of activities available to grow business and how the appropriate mix works in achieving business development objectives.
  • Who is responsible for bringing in business? How should activity be organised and how much time should lawyers spend on business development?

Picking the low hanging fruit – existing clients!

  • The importance of securing the business of existing clients, and building more from existing relationships.
  • The role of service delivery in building relationships. What makes you stand out from the crowd? Understanding how to adapt to different clients, and become a ‘Trusted Adviser’
  • The Lawyer’s role in cross selling and building relationships internally.

Creating networks

  • The definition of an effective network of clients, referrers and prospects, and how to grow one.
  • Managing networks effectively, using a project management approach and the ‘Platform Marketing’ concept. Using organisation and persistence to create business from ‘pipelines’.

Networking and Selling

  • Making the most of networking opportunities – communicating effectively and establishing influence.
  • Principals of ‘consultative’ selling. Establishing the process and getting the business.

Keith Harper is the primary programme director of Harper Professional, specialising in management development for lawyers. From previous senior roles both in industry, and the professional services sector, Keith has gained a wealth of practical management and marketing experience, and a real insight into the role of management within the legal environment.  Keith is a Fellow of the Chartered Institute of Marketing, and a member of the Law Society Law Management Section.