Building Your Practice, Including Difficult Clients

Course Description

This program will focus on strategies and best practices for building a client base. The presenter, a litigator, professor and author with more than 45 years of experience in private practice, including 15 years as a practice department leader, has lectured and written that there isn’t a single personality type who can be a successful rainmaker. He has educated attorneys on how introverts, as well as extroverts, can build a book of business. He will address how to take advantage of a meet and greet and then have a successful initial client meeting. He will also cover how to maintain the relationship after you are hopefully engaged. The program will also consider how best to handle various types of difficult clients.

Syllabus

1. Basics of Business Development
   • Building Your Brand
   • Networking – Meet and Greets
   • Relationship Building
2. Managing the Client Relationship
   • Initial Meeting
   • The Engagement Agreement
   • Setting Realistic Goals and Keeping the Client Informed
3. Dealing With Difficult Clients
   • Recognizing Client Types
   • Challenges of Difficult Clients
   • Strategies for Navigating the Relationship
4. Lessons Learned from Client Development
   • Your Elevator Speech
   • Careers are not Straight Lines
   • Finding Opportunities