‘Why us?’ – Bringing Your Analyses to Clients
June 4, 2014 – 3:30pm session | New York City
In a buyers’ market, lawyers have become more focused on how to articulate their value proposition to clients. However, this is often at the expense of two critical elements of trusted relationships: (1) what clients actually need, and (2) how the firm is prepared to respond to what competing firms are offering. How can lawyers credibly and convincingly weave their CI analyses into relationship discussions? Do clients feel that a more aggressive CI strategy results in better lawyering? Are traditional sales skills (e.g., structured questioning) useful in conveying how a lawyer stacks up against the competition?
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Kevin Colangelo, VP Client Relations & Strategic Communications, Elevate
Hans T. Haglund, Chief Bus. Dev. & Marketing Officer, Blank Rome
Brian Houk, Senior Vice President, Global Client Development, ShiftCentral