Webinars On-Demand

How to Provide Excellent Sales Coaching to Lawyers

This webinar package is best-in-class training for your team of in-house law firm marketers and business developers on specific and practical ways they can be the best possible sales coach for lawyers and practice groups. Rent this exclusive package of three webinars, each of which is no more than 1.5 hours in length, and get a more than 30% discount! The package includes:

1. The Latest & Greatest "Best Practices" in Providing "Sales" Coaching to Lawyers^©
2. How to Make and Use "Sales" Pipelines to Generate New Work for Lawyers and Law Firms^©
3. Best of "Best Practices" in New Business and Client Development for Lawyers

Master-Level Techniques to Win More RFPs, Proposals & New Business Pitches^©

Master rainmaker coach Julie Savarino covers numerous "master-level" strategies and techniques you can use to win more RFPs, proposals and pitches for outside legal services.

How to Get on Desired "Short Lists" for Outside Legal Work

This webinar will cover proven strategies and tactics for getting on the "short list" of desired clients for outside legal services; how to identify and approach prospective target clients in the most effective and ethical ways; how to focus time and efforts; and ways to stay in touch to ensure you are on the short list.

How to Make and Use "Sales" Pipelines to Generate New Work for Lawyers & Law Firms^©

Some law firms have been able to organize and use effective sales pipelines in the face of the most common internal hurdles, including lack of attorney time, interest or incentives. How do they do it? Attend this webinar presented by Julie Savarino to hear what works to develop and implement an effective sales pipeline that generates measurable new work for your law firm, practice group or practice - and learn ways to overcome common pitfalls and hurdles.

The Latest & Greatest "Best Practices" in Providing "Sales" Coaching to Lawyers^©

Join leading law firm "sales" consultants and coaches to stay abreast of the most effective "sales", selling and client development techniques, strategies, tools, and best practices to insure your firm's lawyers win new clients and new work in 2017 and beyond. Speakers: Erin Hawk, Chief Marketing & Business Development Officer, Shumaker; Amy Knapp, Consultant, Knapp Marketing; Wendy Taylor, Wendy Taylor Consulting; and Julie Savarino, Attorney & Managing Director, Business Development Inc.

Best of "Best Practices" in New Business and Client Development for Lawyers

Hear from some of the world's leading law firm consultants about the most effective and practical strategies, tools, tips and techniques lawyers and law firms are using and should be using to develop new work and clients in 2017 and beyond. Speakers on this not-to-be-missed webinar include: Jamie Diaferia, Global Chief Executive, Infinite Global - Media and Public Relations; Vanessa Schaefer, President & Creative Director, Clockwork Design Group, Inc. - Branding; and Nancy Myrland, Myrland Marketing & Strategic Social Media - Social Media.

Best Practices in Pricing Legal Services^©

Hear from some of the country's leading law firm pricing specialists on "best practices" in pricing legal services. Speakers include Kevin Vaarsi, Director of Pricing, Budgeting and Product Development, Fenwick & West LLP; Josette Grippo, Director of Strategic Pricing and Legal Project Management, BakerHostetler; and Julie Savarino of Business Development Inc.

Successfully Pitching Cost Certainty & AFAs^©

Three leading in-house counsel speakers from Amway, Convergent Outsourcing, Inc., and Nationwide Insurance discuss details on what in-house counsel want, what they expect, and what works when you are pitching and how you can win new legal work using AFAs and predictable fees and costs. Gain tips and techniques to communicate, pitch and provide cost certainty for outside legal work.

How to Consider, Create & Calculate an "All In" AFA for Litigation^©

This webinar features two head in-house litigation counsel speakers from Aon and Current Powered by GE and GE Lighting, each of whom purchases and uses significant amounts of law firm litigation services. Hear what these sophisticated buyers of outside litigation services prefer and look for regarding AFAs, what they are planning regarding future use of AFAs for litigation, and practical tips on how to create and pitch AFAs.

Mapping Client Service Touchpoints for Law Firms: How to Thrill Clients^©

Shep Hyken, a renowned customer and client service expert, is a guest speaker on this webinar. He discusses what client journey mapping is, how to identify key touchpoints and "moments of magic," and other practical and useful information law firms can use to enhance clients' experience.